Managing the account and winning new business Round 2: Identifying and gathering missing information

Round 2 objectives Analyze a request for proposal (RFP) and financial statements to further identify and clarify a prospective client’s needs Complete a gap analysis to identify additional information that is needed from the prospective client, based on the seven successful pursuit indicator categories Discriminate questions to ask a prospective client to fill gaps in information needed to continue through the proposal process

Questions to ask when we receive an RFP Did we know this opportunity was coming? What relationships do we have at the prospective client? Have we influenced the prospective client’s decision to tender for this business and the competitive bid process? What are our compelling reasons to bid? How strong are the relevant EY capabilities? Has a committed pursuit team been identified? When is the kick-off meeting? What are the approximate fees and when is the proposal due?

Go-to-market blueprint guide Based upon the company type, there are a variety of go-to-market support and enablement materials, including: Proposal support Coaching modules Meeting materials and roadmaps The blueprint (also known as a road map): A prescriptive set of steps to follow in our go-to-market strategy Follows the general themes of the Account Management Framework (AMF)

Blueprint components Conduct gap analysis Conduct voter analysis Site visit Leverage and build relationships Answer “Why EY?” Focused relationship development Assemble storybook proposal

Round 2 summary

Round 2 objectives Analyze an RFP and financial statements to further identify and clarify a prospective client’s needs Complete a gap analysis to identify additional information that is needed from the prospective client, based on the seven successful pursuit indicator categories Discriminate questions to ask a prospective client to fill gaps in information needed to continue through the proposal process