Vendors Beware! It s Not What You Say, It s How You Say It.

by D. Geller ... clear conclusion is that the form of a proposal has a ... Knowing that there is a relationship does not tell us ... the later submissions had a last-minute look to them ... http:/.../Research/ResearchHighlights/ExecutiveView/2000/08/research_notes/MI_EV_DPG_08_22_00_1.asp - 13k - 2000-08-22 Summary: 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!

Seven Magic Questions: How to Improve Your Win Ratio by Selling ...

by Tom Sant ... sure your sales people uncover the answers, make sure every proposal and sales ... Look beyond the obvious. ... 3. What objectives does the client have in mind for a ... http:/.../Research/ResearchHighlights/CRM/2006/09/research_notes/TU_CR_XTS_09_25_06_1.asp - 8k - 2006-09-25 Summary: There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.

Instead of Discounting, Back Some Value Out of Your Proposal

by Dave Stein ... This method does not work unless you are dealing with the ... rather to back value out of your proposal to meet ... real buyer based upon trust, you can look them in ... http:/.../Research/ResearchHighlights/ExecutiveView/2004/06/research_notes/MI_EV_XDS_06_14_04_1.asp - 15k - 2004-06-14 Summary: 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

Niche Software at Its Best

by Charles Chewning Jr. ... The solution does not compete in other markets, and has ... oriented CRM includes a robust proposal automation application. ... they have been designed to look and act ... http:/.../Research/ResearchHighlights/ERP/2005/09/research_notes/PN_ER_XCC_09_27_05_1.asp - 27k - 2005-09-27 Summary: Deltek Vision and other Deltek enterprise solutions, have been major players with project management-oriented organizations for the past twenty years. Vision a leading product in the professional services automation market and has taken significant strides to maintain this market leading position.

Project-oriented Software: Many Choices, Many Differences

by Charles Chewning Jr. ... We'll look at twelve of the most important ... Deltek FMS does support a fairly robust CRM ... from client acquisition and retention, to proposal generation, project ... http:/.../Research/ResearchHighlights/ERP/2006/06/research_notes/VN_ER_XCC_06_06_06_1.asp - 25k - 2006-06-06 Summary: Professional service organizations sell not just time, but knowledge. Thus, in addition to time and expense management, a business management software product must support a means for knowing how this knowledge is tracked, assigned, managed, and billed. But which product?

User Recommendations for Project-oriented Software

by Charles Chewning Jr. ... supports input/output documents that look and feel ... And while Microsoft Dynamics SL does support most of ... primarily resource planning and proposal creation) must ... http:/.../Research/ResearchHighlights/ERP/2006/06/research_notes/VN_ER_XCC_06_07_06_1.asp - 20k - 2006-06-07 Summary: Selecting the right project-oriented software may depend on the specific requirements of the industry niches in which an organization competes. But since not all software is created equal, it's worth examining some leading candidates in depth.

Solomon Stands the Test of Time Despite Changing Masters Part Four ...

by P.J. Jakovljevic ... the PSA space, the product does not cover ... for opportunity management (eg, bidding and proposal automation), which ... s seamless workflow consistent look-and-feel ... http:/.../Research/ResearchHighlights/Erp/2003/09/research_notes/PN_ER_PJ_09_06_03_1.asp - 13k - 2003-09-06 Summary: Microsoft Business Solutions (MBS) announced the availability of Microsoft Business Solutions Solomon 5.5, which includes several new features and enhancements in the product's Foundation Series, Financial Series, Project Series and Service Series of modules. This part covers the vendor’s challenges an

Solomon Stands the Test of Time Despite Changing Masters Part Four ...

by P.J. Jakovljevic ... the PSA space, the product does not cover all ... management (eg, bidding and proposal automation), which ... the product's seamless workflow consistent look-and-feel ... http:/.../Research/ResearchHighlights/Erp/2003/09/research_notes/PN_ER_PJ_09_06_03_1.asp - 13k - 2003-09-06 Summary: Microsoft Business Solutions (MBS) announced the availability of Microsoft Business Solutions Solomon 5.5, which includes several new features and enhancements in the product's Foundation Series, Financial Series, Project Series and Service Series of modules. This part covers the vendor s challenges an

PSA -- Still An Evolving Market

by P.J. Jakovljevic ... both government and customized commercial proposal generators. ... Also, does the integration accommodate the creation of ... a moving target, one should look for the ... http:/.../Research/ResearchHighlights/Crm/2003/12/research_notes/TU_CR_PJ_12_27_03_1.asp - 25k - 2003-12-27 Summary: What started out as a set of applications to better manage customers' projects, astutely allocate staff and monitor their utilization rates has become an important foundation for coordinating a full range of business activities amongst increasingly virtual teams both within and outside the four-walls.

ERP Selection Case Study Audio Conference Transcript

by J. Dowling ... We can often see that a proposal will include ratings of ... you go out and pick a product that does that, the ... or 200 criteria, the buyer would like to look at more ... http:/.../ResearchHighlights/TechnologySelections/2001/06/research_notes/AC_TS_JFD_06_22_01_1.asp - 40k - 2001-06-22 Summary: This is the transcript of an audio conference conducted by TEC on May 22 and again on May 30. The conference discussed the recent experiences of TEC consultants in conducting an ERP Selection.