A casual and frivolous look at some of The Beatles songs and how we can related them to winning proposals... in terms of opening the thought processes to different stimuli....

1. SS
Ten Slides in Ten Minutes:
The Beatles’ Contribution to Winning Proposals
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
bill.graham@sales-synthesis.co.za
February, 2014

2. The Client Engagement Process & a Few Points to Ponder
Identify
Qualify
• Industry
Knowledge
• Understanding of
Client’s Business
Strategy
• Good relationship
with Key
Decision-makers
Submit
Craft Proposal
• Solid Win Strategy
• Bid Centre Support
• Organisational Teamwork
• Relevant Solution
• Selling on Value and not Price
Robust Capture Plan
• Professional
package
• Word Perfect
• On-Time
Submission
Relevant Solution
Delivery
Client Adjudication
• Resonating Win
Themes
• Solution
supporting
Client’s Business
Imperatives
• Building Track
Record
• Execution
Investment
• Robust Service
Delivery
Resonating Submission
Professional Proposal / Bid Management Process
Utilise favourite song triggers to get some original thought juices flowing
2
2

3. Nowhere Man
Identify
• Nowhere
Man
Unnoticed in the
client base
Client does not perceive any value-add from
the organisation or representative
"Nowhere Man" [1965] is from the album Rubber Soul
3

4. We Can Work it Out
Qualify
• We can
Work it Out
Poor Planning
Timewasting
interventions required
"We Can Work It Out" [1965] - recorded as Double-Single
4

5. A Hard Day’s Night
Craft Proposal
• A Hard Day’s Night
• Paperback Writer
Under Resourced
“A Hard Day's Night” [1964] - from a Movie /Album of the same name
5
Stressed out
having to work
unnecessary
hours

6. Paperback Writer
Craft Proposal
• A Hard Day’s Night
• Paperback Writer
Poorly Written
Content
“Paperback Writer" [1966] - recorded as a single
6
Client does not
perceive any
relevance

7. Let it Be
Submit
Unprofessional
Proposal / Bid
Management
Acceptance of
Mediocrity
with no
challenges
• Let it Be
“Let It Be” [1970] – single from Album of the same name
7

8. Can’t Buy Me Love
Client Adjudication
Irrelevant Content
No Client
Engagement to
ensure
relevancy
• Can’t Buy Me
Love
"Can't Buy Me Love [1964]” - released as a single
8

9. Ticket to Ride
Delivery
Less than
Professional Effort
Not Considered
for Short-List
“Ticket to Ride" [1965] - from the album “Help!”
9
• Ticket to Ride

10. The Hits: Aligned Across the Client Engagement Process
Identify
• Nowhere
Man
Ensure you
add value
Craft Proposal
Qualify
• We can
Work it Out
‘Time’ is
precious
Submit
• A Hard Day’s Night
• Paperback Writer
• Let it Be
Keep the bid team relaxed &
maintain content relevancy
Keep
challenging
Client Adjudication
• Can’t Buy Me
Love
Maintain solution
relevancy
Delivery
• Ticket to Ride
Quality, quality,
quality
Do not allow your Engagement to be a Tragical Mystery Tour
10
10