Winning New Consulting Business (PowerPoint PPT)

This presentation provides a good understanding of how to win new consulting business. It discusses five key elements of winning proposals and provides a tool immediately to develop proposals by using a new approach. The five key elements are relationships, message, issue, team and interaction. Case examples from real winning proposals are used to explain the application of these key elements. The deck has 23 slides.

The document also delves into the critical aspect of interaction, emphasizing the importance of active listening and early communication with decision-makers. It outlines practical steps for embarking on the discovery process, making problem-solving collaborative, and knowing when to abandon bids where client interaction is restricted. These actionable insights ensure that your approach is both strategic and adaptable to client needs.

Teaming is another focal point, with the presentation highlighting the necessity of appointing and empowering a partner proposal leader. It stresses the importance of assembling the right team early and dedicating significant partner time to the project. This approach not only centralizes effort, but also ensures that the team’s expertise and leadership are aligned with the client's problem, demonstrating commitment and capability.

The message delivery section provides a framework for articulating your firm's value proposition concisely and effectively. It advises on adding value immediately by pre-consulting and outlining engagement benefits clearly. The emphasis is on integrating strategy, demonstrating similar successes, and subtly addressing competitor weaknesses. This ensures that your proposals are not only compelling, but also resonate with the client's specific needs and challenges.

A checklist for winning new business is included, offering practical dos and don'ts for interaction, issue framing, team management, message crafting, and relationship building. This checklist serves as a quick reference to ensure that your proposals are consistently aligned with best practices, helping you avoid common pitfalls and capitalize on proven strategies for success.