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Thinking Outside In

It is natural for personnel of Service providers to think from their organization standpoint i.e. ‘Inside Out’. This thinking does not bring in efficiencies and makes it easy for the customer to do business with the service provider. The shift in thinking has to become ‘Outside In’ which requires developing a different mindset. Doable but will require effort and focus. Read Full Post

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Who cares about how you read my Proposals ?

If compelling Proposals are a critical component of winning, then you better take great care to visualize how your clients are going to read your Proposals. It is unlikely that readers in the client organization read your proposal end-to-end, in which case how do you design the structure of your proposal keeping this non-linear reading in mind. Read Full Post

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Building Scale in Pre Sales without increasing Costs

Most Pre Sales organizations struggle to build scale resulting in either skipped opportunities or less than the best of responses. Building a scalable Pre Sales organization requires the right investment in People, Process and reusable content. This newsletter attempts to cover some of the best practices in these areas. Read Full Post

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Burning the Midnight Oil

Pre Sales teams frequently have been burning the midnight oil. This approach has been taking its toll on both the organization as well as the individuals. Over a period of time the Pre Sales team loses effectiveness and the drive to Win besides of course the severe impact on the health of individuals. Professionals in the Pre Sales function have a responsibility to stand up and convince the organization stakeholders to provide them with more resources. Read Full Post

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