[57662] in Zephyr_Bugs
The #1 Reason Why Federal Contracts Are Lost
daemon@ATHENA.MIT.EDU (Fedmarket)
Wed Jul 19 23:28:09 2006
Date: Wed, 19 Jul 2006 19:41:48 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<P align=center><b><font color="#0000A0" size = "3">A winning sales pitch MUST be followed by a winning proposal.</b></font>
<p><b>Proposal writing should not be thought of as separate from sales. Rather, it should be viewed as the critical last step in the sales process-- the step necessary to close the sale. The entire process, from identifying an opportunity, building the customer relationship, and writing a proposal, to final contract award should be considered one integrated process.</b>
<p>An integrated federal sales plan is comprised of ten tasks.
<BLOCKQUOTE>
1. Identify an opportunity and build a customer relationship. <br>
2. Manage the opportunity using the Customer Database. <br>
3. Complete the Customer Intelligence Questionnaire (CIQ) as you build the relationship and communicate your solution to the customer. <br>
4. Develop Selling Points based on the CIQ. The CIQ and the Selling Points will show how strong your relationship is with the customer. <br>
5. Make a Bid/No Bid decision based on the strength of the customer relationship. <br>
6. Write a Draft Executive Summary based on the CIQ and the Selling Points. <br>
7. Develop a Proposal Outline and Schedule.<br>
8. Hold a Proposal Kick-off Meeting. <br>
9. Write the proposal based on the CIQ and the Selling Points. Your proposal will then reflect the strength of your customer relationship. <br>
10. Control proposal versions
</BLOckQUOTE>
<p>The market for proposal writing software is saturated with "convince them that you are the best" templates. The templates are designed for one to ten page commercial proposals and are ineffective for federal proposals.
<p><b>CRMFederal is a new, proprietary product designed specifically for the federal services market. It will increase your federal win rate and reduce your proposal writing costs at the same time.</b>
<p align = center><font size = 3><b><i>The #1 reason why you are losing federal is contracts is simple - You are not creating strong customer relationships. </i></b></font>
<p align = center><b><font color="#0000A0" size = "3">Call us today for a demonstration of CRMFederal- 888-661-4094 ext. 8. </b></font><br><br><hr>
<p align = center>
<b><font size="3" color="#0000A0" face="Arial, Helvetica, sans-serif">Proposal Writing Breakfast
with <i>CRMFederal</i> Author, Richard White</font></b>
<P align=left><font face="Arial, Helvetica, sans-serif" size="2"><b>Is your company
experiencing proposal writing problems? Join the crowd of most federal contracting
companies. Learn why your proposals are less than successful in this two hour
breakfast training event. </b></font></P>
<P align=left><font face="Arial, Helvetica, sans-serif" size="2"><b>Date:</b>
Friday, August 18, 2006 in Bethesda, Maryland</font><font face="Arial, Helvetica, sans-serif"><br>
<strong><font size="2">Time:</font></strong><font size="2"> 8:30 am - 10:30
am</font><br>
<font size="2" ><b>Location:</b> The Federal Sales Academy</font><br>
<font size="2" ><b>Cost:</b> $100 per person</font></font>
<P><font face="Arial, Helvetica, sans-serif" size="2"><b>Richard White, author of
<i>CRMFederal</i>, a Complete Business Process for Sales Proposal Writing will address:
</b></font>
<ul>
<li><font face="Arial, Helvetica, sans-serif" size="2">Why sales and proposal
writing must be treated as a single business process </font>
<li><font face="Arial, Helvetica, sans-serif" size="2">Defensive proposal writing
</font>
<li><font face="Arial, Helvetica, sans-serif" size="2">Advanced proposal writing
techniques </font>
<li><font face="Arial, Helvetica, sans-serif" size="2">Features and benefits
of CRMFederal </font>
<li><font face="Arial, Helvetica, sans-serif" size = "2">Demonstration of CRMFederal </font></LI>
</UL>
<p><font face="Arial, Helvetica, sans-serif" size="2"><A
href="http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=38"><STRONG>REGISTER
HERE</STRONG></A></font></p>
<p><font face="Arial, Helvetica, sans-serif" size="2"><b>Question? </b>Call
888-661-4094 ext 8.</font></p>
<P align = center><a href = "http:www.fedmarket.com"><b>www.fedmarket.com </b></a>
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