David Son apmp Foundation: Establishing Requirements Bid to Win Ltd LinkedIn Corporation 2018 Share Clipboard Link Public clipboards featuring this slide No public clipboards found for this slide Select another clipboard Looks like youve clipped this slide to already.
Base your strategy on discriminators: the differences that matter to the Customer.How do you read between the lines of an RFP to determine what is most important to clients?What are the results that the customer can expect as a result of your experience?We fully track all requests for support in order to measure responsiveness and ensure thorough resolution.Meet or exceed performance standards/SLA.Our support managers will ensure that all issues are thoroughly resolved.Successfully reported this slideshow.All too often, the story is written by authors who are responsible for different chapters with no clear idea of the setting, the characters, the ending, or even the moral of the story.Each theme below is followed by an example.Not distracted by mergers and acquisitions.Theme statements link discriminating features to Customer benefits: You will be able to realise financial payback this year(goal overcoming the problem of implementation speed (issue) because of our rapid deployment approach(feature).Clear strategy focus Outline compliance easy evaluation Themes responsive and focused Storyboard team direction Page layout easy evaluation.Theme statements link strategy and solution is not the best description because themes should tell glass painting for birthday gift prospects why they should select you.What will it do for them?
The bottom line your proposal is easier to evaluate, tells a compelling story, and has clearly articulated themes that score the most points.
Doing this helps identify section headings and how we might split up the writing work.
Make every statement matter to the customer, focus on results, benefits, and what the customer can expect from you.