
WIN
>MORE<
Win (intransitive verb): to succeed in arriving at a place or a state​
Winning with your clients means that you both win – you, through your efforts and work in securing a project or agreement, and your client, in that you help them achieve their goals and ambitions. This is about closing out the deal, so you can open up the future.
v >FUTURE FOCUSED PROPOSALS<
vi >PITCHING<
vii >PERSONAL NEGOTIATION<
Painting an exciting future for your client
Standing out and telling a story​
Being an admired player
WHO FOR
Those who are responsible for getting briefs from clients and prospects, and creating proposals that demonstrate why you’re the best choice​
OUTCOMES
Know how to get the right brief for both you and your client, ensuring you are both clear on the outcomes and managing expectations
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Rate your existing proposals against criteria that clients use on a personal level
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Communicate in your proposals why you are the best placed to help them
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Explore a proposal structure that focuses on what the future will look like
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Make it easy for your client to share your proposal internally
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Begin to manage scope creep right from the outset
WHO FOR
Those who are responsible for both preparing and delivering pitches​
OUTCOMES
Understand the true purpose of a pitch for the client, and an insight into their scorecard
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Know, before you even pick up a pen, how to set yourself up for success
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Develop a central theme and an approach that puts it at the heart of your pitch
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Create a storyboard that takes the client on a journey through the central theme
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Focus on the right communication skills that encourages interaction, shows confidence and develops engagement
WHO FOR
All those who are responsible for closing a deal​
OUTCOMES
Experience how you negotiate now, and identify your areas to dial up in order to benefit both parties
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Know the situations when to sell, bargain or negotiate
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Explore the behaviours that make a successful negotiator, and how to use them​
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Create your negotiation variables and ranges that you can apply to any deal​
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Develop a strategy to not crumble at the last minute, and deal with post agreement negotiation
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Know how to close a negotiation to ensure both parties win