1. Regional Conference
STC India-Hyderabad
Presales Function and Proposal Writing: Understanding the Ws (What, Why, When) and How

2. Session Plan Introduction to Presales: Overview
Core Constituents of Presales: Bid Management and Solutioning
Proposals: Overview and Types
Proposal Process
Quality Management of Proposals: Shipley Assessment
Where does the Writer/Editor Stand: Tips for Proposal Writers/Editors

3. Presales: Overview and Constituents
What is Presales?
Typical Activities in Scope
Bid Management
Solutioning

4. Proposal Overview, Types and Process
What are Proposals?
Why are they important?
What are different types of proposals?
Proposal process

5. Quality Management of Proposals: Shipley
What is Shipley?
How does it work?
Various Parameters of Shipley

6. Where Does a Writer Stand?: Tips
It is for those who like research based, creative work.
It involves thorough research, fact based creative writing and ability to connect the dots.
If involved from the beginning, a writer/editor can contribute to story-boarding, template formation, generic non-technical content writing, reviews/editing and so on.
The writer/editor needs to check the following:
Proposals follow appropriate template/format and English.
Proposals maintain the quality of language:
No typos, spelling errors
Cut and paste content without modifications
Proposals respond to RFP accurately and comprehensively.
Does not contain no/poor response to the their technical/business challenge.

7. Where Does a Writer Stand?: Tips
Ensure that the proposals are free of the following seven deadly mistakes:
Fail to focus on the client’s business problems and payoffs-content sounds generic
No persuasive structure-the ‘information dump’ syndrome
No clear differentiation
Fail to offer a compelling value proposition
Key points are buried-no impact, no highlights
Difficult to read because the proposal document is full of jargon, too long, too technical
Credibility killers: Wrong spellings, grammar and punctuation errors, wrong client name, inconsistent formats and so on

8. Questions? Thank You