iapa talk 23 10-2013

Download Iapa talk 23 10-2013

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Talk to international group of accountants on how to prepare proposals and pitchs to win new business and grow existing business


  • 1.Welcome to VenueAndrew Keogh Aristo

2. 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 McPartlin Enterprise Ireland Dsseldorf 3. `Creating Winning Proposals & Pitches Its About Relationships- Stupid 4. `Qualities of Your Hero ??????????? ???????????? ???????????? 5. Who is your audience?Designing a presentation without the audience in mind is like writing a love letter to whom it may concern Nancy Duarte 6. `Tip Scales in your FavourTo connect successfully, use these 3 steps: AreDoGet 7. `The Basics: PreparationAre Situation Appraisal Objectives Measure of Success Value to OrganisationDoGet 8. `The Proposal: SolutionAreDoGet Better than anybody else Delivered may times before 9. `The Proposal: DeliveryAreDoGet Situation Appraisal Measure of Success Objectives Value to Organisation 10. 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 !!!!! 11. `Proposal Formation 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? 12. `Proposal Delivery Situation Appraisal: Open with your understanding of the clients 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?How are they better? 13. `Proposal Options 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 14. `Cake or Worm? 15. 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 16. `The Aristo Philosophy Stop Delivering! Sermons (churches empty) Sales Presentations (no one wants to be sold to!) Pitches/Presentations (majority uninteresting) 17. `The Aristo Philosophy Start Having a Conversation Aristo promotes the art of extended conversation. Have a conversation, be it with 1 , 5,50or500 people. 18. `My Contact Details email:andrew@aristo.ie twitter:@aristoc2g web:www.aristo.ie phone:01 8208552 http://ie.linkedin.com/in/andrewkeogharisto 19. Welcome to VenueAndrew Keogh Aristo


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