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
Rate your existing proposals against criteria that clients use on a personal level
Communicate in your proposals why you are the best placed to help them
Explore a proposal structure that focuses on what the future will look like
Make it easy for your client to share your proposal internally
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
Know, before you even pick up a pen, how to set yourself up for success
Develop a central theme and an approach that puts it at the heart of your pitch
Create a storyboard that takes the client on a journey through the central theme
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
Know the situations when to sell, bargain or negotiate
Explore the behaviours that make a successful negotiator, and how to use them
Create your negotiation variables and ranges that you can apply to any deal
Develop a strategy to not crumble at the last minute, and deal with post agreement negotiation
Know how to close a negotiation to ensure both parties win
Accelerate your awareness of the person and situation, and choose the right approach to engage the individual, and get on the same page.
CONNECT >MORE<
Quickly bring value into the conversation by attuning your personal style to theirs, enabling trust and unlocking opportunities that would otherwise have been kept hidden from you.