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They become harder to access and often stop sharing information. Project risk and cost become  \ntheir new priority. The greater the gap between their budget expectations and the actual cost of implementing a  \nnew business solution, the greater the risk of losing to a low-cost competitor or worse, a no-decision.  \nDelivering an emotionally charged proposal presentation to the Business Decision Maker (BDM) and Project  \nLead (PL) in advance of delivering your final solution proposal will help mitigate these risks. This approach  \nenables sales professionals to:  \n• Place themselves in front of the BDM and PL prior to them deciding on a vendor  \n• Remind the BDM of their business pains and challenges to ensure they proceed with project funding  \n• Flush out any last remaining objections PRIOR to submitting a “formal” solution proposal  \nBDM participation in the proposal presentation session is critical. If you are unable to secure BDM participation  \nin your proposal review your opportunity is likely at risk.  \n✓ Do not e-mail solution proposals to prospects. For Depth opportunities, review your solution proposal with the prospect in person. For Accelerated opportunities, review remotely via Skype. For clarity, you want to be present when your prospects react to all aspects of your proposal.  \nTips:  \nPage | 2  \nProposal Presentation Guide  \nProposal Presentation Flow & Timing  \nThe duration and depth of your proposal presentation will vary based on how much information you uncover  \nduring your sales cycles. That said, they should consist of no fewer than seven slides; which cover the core  \ncontent, and no more than twelve slides if developing additional d slides. Proposal presentations developed for  \nAccelerated opportunities should lean closer to seven slides, as they will be delivered remotely via Skype for  \nBusiness within a forty-five to sixty-minute window. Proposal presentations for Depth opportunities will be  \ndelivered in person (most of the time) so can run longer running to ninety minutes.  \nThe first half of the discussion (this is not a stand-up presentation) focuses on WHY the project is strategically  \nimportant, HOW the business challenges are manifesting operationally, and the IMPACT your prospect’s  \noperational challenges have on their key operating and risk metrics. Focusing on your prospect’s challenges  \nintroduces tension and reminds them of why the project is a strategic priority.  \nThe back half of the discussion focuses on how your recommended solution addresses your prospect’s challenges, your implementation approach, the business case and anticipated benefits, as well as the costs. End the session with a clear request for a commitment to proceed. For clarity, DO NOT e-mail the proposal in advance. Focusing on how your organization solves your prospect’s business challenges relieves tension and lowers the perception of project risk.  \nPage | 3  \nProposal Presentation Guide  \nAgenda & Objectives  \n\u003C 5 minutes  \nBusiness & Project Drivers  \n10 minutes  \nBusiness Impacts  \n10 minutes Operational  \nChallenges  \n10 minutes  \nSolution Recommendation  \n10 minutes  \nImplementation Appr","cbCaii1lJauqlHqP","https://ap.wps.com/l/cbCaii1lJauqlHqP","pdf",1745858,"English","# Proposal Presentation Guide\n## Changing the Closing Experience\n## Proposal Presentation Flow & Timing\n## Agenda & Objectives\n## Accelerated Proposal Presentation Timing\n## Depth Proposal Presentation Timing\n## Proposal Presentation Facilitation: Setting the Stage","[{\"question\":\"Why does the guide emphasize delivering the proposal presentation before the final formal proposal?\",\"answer\":\"As prospects get closer to vendor selection, perceived risk increases and they become harder to access. Presenting earlier helps position the team with the BDM and PL, reinforce business pains, and surface objections before the formal proposal is submitted.\"},{\"question\":\"What does the first half of the proposal discussion focus on?\",\"answer\":\"The first half focuses on why the project is strategically important, how business challenges are manifesting operationally, and the impact those challenges have on key operating and risk metrics.\"},{\"question\":\"What should the session end with according to the guide?\",\"answer\":\"End with a clear request for a commitment to proceed, after covering how the recommended solution addresses challenges, implementation approach, business case, anticipated benefits, and costs.\"}]","Proposal Presentation Guide - Changing the Closing Experience | PDF",1789236725,6]