| 1. |
Success Keys for Proposal Automation (3 Pages)
by Tom Sant
Sep 25, 2006
Abstract : Proposal writing has become a common requirement throughout the entire business world. And for many sales people, they are a necessary evil. If you're thinking about automating your proposal process, there are ten critical success keys to a successful implementation.
Type: Article
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| 2. |
How To Write a Winning Proposal (3 Pages)
by The Sant Corporation
Jul 18, 2006
Abstract : Your proposal should prove your case, and motivate the client to buy your services or applications. But all too often, reading a proposal is almost as painfully difficult as writing one. So what are the secrets of truly successful proposal-writing?
Type: Article
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| 3. |
2006 PMI Research Conference Aims to Link Project Management Discipline with the Business Community (3 Pages)
by Neil Stolovitsky
Sep 1, 2006
Abstract : The 2006 PMI Research Conference was an excellent venue for gauging the direction in which project management research is heading. The presentations of the areas of portfolio management and program management confirm the rising demand for project portfolio management solutions.
Type: Article
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| 4. |
Vendors Beware! It’s Not What You Say, It’s How You Say It. (4 Pages)
by D. Geller
Aug 22, 2000
Abstract : A study from Iowa State University’s Department of Electrical and Computer Engineering suggests that the format and organization of a proposal can significantly affect a vendor’s chance of winning a contract. And we thought those university professors didn’t know much about the real world!
Type: Article
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| 5. |
Focus on Corporate Governance Requires a Business-Oriented Selling Approach (3 Pages)
by Dave Stein
Nov 25, 2002
Abstract : If you are selling products or services that are critical to your prospect’s success or for that matter, their very survival, your proposal will likely be elevated to the board of directors level for final approval. How do you sell at the board level?
Type: Article
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| 6. |
Facing A Selection? Try A Knowledge-Based Matchmaker Part 4: User Recommendations (6 Pages)
by P.J. Jakovljevic, Louie Talarico
Mar 11, 2002
Abstract : This tutorial identifies the significance of researching technology vendors to both buyers and vendors/VARs. Buyers require research to determine the short list and vendors/VARs can use research to assess the viability of opportunities before committing time and money to a sales effort. Since a 'one-size-fits-all' product is still not a viable solution for most clients, the ability of technology products to meet clients' needs depends on client requirements. The Catch 22 for both buyers and vendors/VARs is to pinpoint the right match in this ongoing 'dating game'.
Type: Article
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| 7. |
Project Failure—The Numbers, Why, and What It Means (3 Pages)
by Jim Brown & Olin Thompson
Jun 11, 2005
Abstract : IT projects fail regularly—considerably missing expectations, drastically overrunning budgets, significantly missing deadlines, and far too often having to be abandoned entirely. Research shows us that this is the rule, not the exception. Research also tells us why.
Type: Article
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| 8. |
Project Failure -- The Numbers, Why and What It Means (3 Pages)
by Jim Brown and Olin Thompson
Sep 20, 2004
Abstract : IT projects fail regularly--considerably missing expectations, drastically overrunning budgets, significantly missing deadlines, and far too often having to be abandoned entirely. Research shows us that this is the rule, not the exception. Research also tells us why. What is the impact of failure on enterprises, IT professionals and software and services providers? Does it have to be this way?
Type: Article
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| 9. |
Instead of Discounting, Back Some Value Out of Your Proposal (4 Pages)
by Dave Stein
Jun 14, 2004
Abstract : Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.
Type: Article
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