Welcome to Venue

Andrew Keogh Aristo

“If a potential customer has made time to meet you, this means they have a problem to solve or a project in mind and they expect that you are not simply coming to tell them what you do, but that you have put some real thought into how you are going to help them solve their problem”

- Deirdre McPartlinEnterprise Ireland Düsseldorf

` ‘Creating Winning Proposals & Pitches’‘It’s About Relationships- Stupid’

`Qualities of Your Hero

• ???????????

• ????????????

• ????????????

“Designing a presentation without the audience in mind is like writing a love letter to ‘ whom it may concern’ “

Nancy Duarte

Who is your audience?

To connect successfully,use these 3 steps:

` Tip Scales in your Favour

Are Do Get

Are

Situation Appraisal Objectives Measure of Success Value to Organisation

`The Basics: Preparation

Do Get

Better than anybody else

Delivered may times before

`The Proposal: Solution

Are Do Get

Situation Appraisal

Objectives

Measure of Success

Value to Organisation

`The Proposal: Delivery

Are Do Get

“Most Boring Day of my Month”

• You are one of 6-8 teams presenting, how are you going to stand out from the crowd?

• Make Your Solution Stick !!!!!

Establish objectives for the proposed project

• What would you like the end result to be?• How would things be different from now at the

conclusion of the project?• Ideally, what three things must be accomplished?• What are the business outcomes?• How would you like to be known as a result of this

project?• What must be changed, fixed, or improved the

most?

` Proposal Formation

• Situation Appraisal:Open with your understanding of the client’s current

condition and why the proposal has been sought.

Focus on the problem or improvement you offer.

• Objectives: Our objectives for this project include:

4 or 5 bullet points objectives emanating directly from previous conversations with prospect.

• Measure of Success: Our metrics will include:

4-5 bullet points reporting on successes

• Value to the Organisation: The value to ?????? will include:

What have they told you they want?

` Proposal Delivery

How are they better?

A proposal must offer options:Option 1:

Option 2:

Option 3:

“If you reduce price without reducing value, the buyer will merely keep pushing, wondering how low you can go. If the discussion is about price and not about value, you have lost control of the discussion”

Andrew Keogh

` Proposal Options

`Cake or Worm?

“A gossip talks about others,

a bore talks about himself,

a salesman talks about his product,

and a brilliant conversationalist talks

about you.”

- Andrew Keogh

• Sermons (churches empty)

• Sales Presentations (no one wants to be sold to!)

• Pitches/Presentations (majority uninteresting)

Stop Delivering!

`The Aristo Philosophy

Aristo promotes the art of extendedconversation.

Have a conversation, be it with

1, 5, 50 or 500 people.

`The Aristo Philosophy

Start Having a Conversation

web:

www.aristo.ie

email:

andrew@aristo.ie

http://ie.linkedin.com/in/andrewkeogharisto

phone:

01 8208552

twitter:

@aristoc2g

`My Contact Details

Welcome to Venue

Andrew Keogh Aristo