Why Have Proposals Become So Important?
Consultative selling methodologies
Increasing complexity of goods and services
Desire to sell high
Need to sell to teams or committees
Increasing use of consultants, especially for RFPs
Selling in Today’s Environment
Team decision process
Intense cost pressures
Mandate for provable positive business impact
Stronger competitors
Competition for mind- share of decision makers
Fear of change

How Broad Is the Impact?
The more pervasively a solution touches the enterprise...
the higher up the organizational ladder the decision will be made
the longer the decision cycle will be
the greater the perception of risk
the deeper the analysis of impact and value
and the better the proposal has to be!