Step-by-step methodology for building winning business proposals - based up Deiric McCann's bestselling book 'Winning Business Proposals' (www.deiricmccann.com)

1. Module 3 | Analysing Your Client’s Requirements Winning Business Proposals

2. “ Take care to get what you like, or you will be forced to like what you get” George Bernard Shaw Module 3 | Analysing Client Requirements

5. If you get the definition of the requirement wrong, then any solution you propose will be wrong. Module 3 | Analysing Client Requirements Deals are won or lost on the definition of the real requirement

10. Retain top Performers (?) (Ghost) Support Non-Performer coaching ’ 99%’ Up time Proven track Record with sales teams Web based solution Single system For entire country Inexpensive to use Affordable upgrades No IT support Or programming Large report Range Structure the Interview process No expensive Certification Or training Identify potential ‘ stars’ at hiring ‘ Plain English’ reports Full Implementation support Low cost To add branches Quick result turnaround Online Self-paced Training (?) (Ghost) Personal Data security Languages for Overseas (?) (Ghost) Ongoing Performance monitoring No large upfront costs Low cost for additional reports Easy candidate set up Track candidates automatically Return on Investment (Ghost)

11. Retain top Performers (?) (Ghost) Support Non-Performer coaching ’ 99%’ Up time Proven track Record with sales teams Web based solution Single system For entire country Inexpensive to use Affordable upgrades No IT support Or programming Large report Range Structure the Interview process No expensive Certification Or training Identify potential ‘ stars’ at hiring ‘ Plain English’ reports Full Implementation support Low cost To add branches Quick result turnaround Online Self-paced Training (?) (Ghost) Personal Data security Languages for Overseas (?) (Ghost) Ongoing Performance monitoring No large upfront costs Low cost for additional reports Easy candidate set up Track candidates automatically Return on Investment (Ghost)

12. ‘ Plain English’ reports Languages for Overseas (?) (Ghost) ’ 99%’ Up time Large report Range Support Non-Performer coaching Quick result turnaround Identify potential ‘ stars’ at hiring Retain top Performers (?) (Ghost) Online Self-paced Training (?) (Ghost) Track candidates automatically Low cost for additional reports Inexpensive to use Affordable upgrades No expensive Certification Or training No large upfront costs Low cost To add branches Return on Investment (Ghost) No IT support Or programming Web based solution Single system For entire country Personal Data security Ongoing Performance monitoring Easy candidate set up Full Implementation support Structure the Interview process Proven track Record with sales teams

16. Pain Mapping Process - An Overview the requirement! Module 3 | Analysing Client Requirements Update the Pain Map with the PPR input Brainstorm on other likely “ Pains” Build a “ Pain Map” List the major “ Pains” Prepare list of questions on the requirement Have a Pre-Proposal Review (PPR) Create “ Outline Requirements Statement”

17. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements List the major “ Pains”

19. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements Brainstorm on other likely “ Pains”

26. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements

27. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements

31. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements

33. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements

35. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements

37. Pain Mapping Process – 7 Simple Steps the requirement! Create “ Outline Requirements Statement” Module 3 | Analysing Client Requirements

38. Now that you have a good handle on the true client requirements, time to consider building a Winning solution to meet them Module 3 | Analysing Client Requirements

39. “ If time be of all things precious, wasting time must be the greatest prodigality, since lost time is never found again; and what we call time enough always proves little enough” Benjamin Franklin Module 3 | Analysing Client Requirements

40. Are you an in-house trainer or a sales trainer / consultant? Want a full set of these slides to integrate into your own programs? These are available to all bulk purchases of the latest edition of ‘Winning Business Proposals’ who purchase 200 copies or more in hard copy or electronic formats. For pricing information or any other enquiries: please use the contact form on www.deiricmccann.com Would you like a full set of all 7 modules of this course in an editable PowerPoint format?