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How To Write a Winning Proposal
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

do a proposal  to buy? And why do a huge number of proposals focus entirely on the vendor's products and services, but never mention how those products and services will help the client solve a business problem or close an important gap? Does the proposal writer believe that facts alone are enough to motivate a prospect to say yes ? Winning proposals must be client centered, not company- or product-centered. Most people buy because they're looking for solutions to pressing problems, additional resources to close gaps, Read More...

A Case Study and Tutorial in Using IT Knowledge Based Tools Part 2: A Tutorial
This tutorial, part 2 of a two part series on Knowledge Based Selection, demonstrates the selection processes and capabilities of Knowledge Based Selection

do a proposal  From TESS I can do a trick and examine the value returned per dollar spent. More than that, I can include all costs (my TCO ), and compare the ROI's. In Figure 5, the total expected cost is measured for each PDA in my shortlist on the y-axis. Interestingly, the Jornada has the best ROI, and would win in this scenario. However, the chart also tells me from the table at the bottom of the figure that a cost reduction of $44 - some 8% - would give me the same ROI for the iPAQ. Unfortunately, my sway with Read More...
Learning Management Suite (LMS)
These are tools for managing, creating, scheduling training or learning in your organization. The terminology varies from vendor to vendor. Learning management systems (LMS) typically help to ma...
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Documents related to » do a proposal


Creating a Business from a Project
Many software services companies are not able to turn their individual project successes into a line of business that brings in additional revenue streams. At

do a proposal  get the mandate to do it (meaning selling and getting the order). A few companies have taken half-hearted steps to creating a new practice around the new technology space, and asking the practice team members to put together some marketing collateral for showcasing to the market. The practice is inevitably comprised of one or two members drawn from the project team who have shown interest in doing presales kind of work but who lack any sales or presales background. Charged with the responsibility of Read More...
Instead of Discounting, Back Some Value Out of Your Proposal
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

do a proposal  deal on principal. How Do You Avoid Discounting? I talk a lot in my book, How Winners Sell , about the fact that to succeed in business to business sales today, you must sell business improvement, not products or services. That means differentiating yourself from your competition in the unique value you, your products and services, and your company can provide toward your customer achieving their corporate, divisional, business unit, department, or government agency goals. Have you transitioned into the Read More...
Success Keys for Proposal Automation
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

do a proposal  lot of them don't do it very well. A good proposal automation tool should eliminate as much writing as possible. Even in a proposal center, minimizing the labor-intensive task of searching and retrieving reusable content so that proposal specialists can spend more time editing and positioning the content will deliver a big win. 5. Must incorporate sound sales and marketing methodology in the proposal itself Garbage in, garbage out. We've all heard that clich. It's certainly true with proposal automation Read More...
It’s a Portal...AND It;s a Gateway
AOL has partnered with Gateway to develop a line of Internet-ready Linux desktop appliances based on the Netscape 6 browser.

do a proposal  CD go out the door with Microsoft Internet Explorer as the embedded browser. Thanks to an agreement that predated AOL's buyout of Netscape, the Microsoft browser gets preferential treatment. AOL's Gateway alliance will help get more Netscape 6 browsers out there, in the marketplace . AOL's CompuServe division already had a similar arrangement with upcoming PC vendor eMachines, Inc. [NASDAQ:EEEE]. Under the eMachines deal, new eMachines PC's ship with preferred access to AOL & CompuServe via the Read More...
A Veteran Mid-market ERP Vendor with a Pragmatic Vision Chimes In
Joining our growing list of vendors willing to provide their opinions and commentary on our thought-provoking questions on market trends, SYSPRO takes part in

do a proposal  the day, which vendor do you think is in a better position to ultimately win in the market? Or maybe no one, and everyone will simply remain at the current equidistant positions? SYSPRO : Users need to look past the smoke and mirrors [hype] and scrutinize the underlying technology of the software vendors. More emphasis should be placed on the integrity of both the software solution and the relationship end users expect from their software vendors. The ongoing quest [for] and introduction of new Read More...
A Firewall is Cheaper Than a Lawyer
eBay's motion for a preliminary injunction to limit Bidder's Edge online auction search engine from linking to their site, may set precedents for future

do a proposal  linking to websites that don't want you to link to them. Positioned for a jury trial, the case will, if all components are considered, ask the question why eBay has not technically taken the measures to protect its own website with the latest firewall technology. If implemented correctly, certain firewalls allow websites to block unwanted links to their site, without all the fuss and expense of instigating a lawsuit. In fact, the lack of proper technical due diligence to back its lawsuit begs an analysis Read More...
Scala Shows Far More Than A Bit Of A Backbone Part 3: Challenges and User Recommendations
Although the value proposition offered by Scala should bode well to creating increased demand and acceptance of the Scala offering in the global SME market

do a proposal  (see Mid-Market ERP Vendors Doing CRM & SCM In A DIY Fashion and Epicor Claims The Forefront Of CRM.NET-ification and SalesLogix and ACT! Officially Branded As Best Software ) let alone the likes of SAP , Baan , Oracle , Intentia and IFS . Not to mention the need to bolster strategic supply chain planning, manufacturing operational capabilities and shop-floor execution, well beyond a mere order management. Also, Scala's market awareness might possibly be aggravated by somewhat non-cohesive marketing of Read More...
Taking Innovation from a Buzzword to a Business Standard
Companies realize that innovation can mean the difference between effectively growing or transforming their business and falling behind. But for a company to

do a proposal  company’s core business processes. Download this interview with Eric Verniaut, SAP’s head of North America services, to find out how innovation has helped services delivery models to evolve. Read More...
A Very Helpful Tool When You’re Choosing a New Software Solution
If you've ever been involved in selecting a business software solution, you know how tricky it can be. Today’s software systems are quite complex, and it can be

do a proposal  that isn't designed to do what you want it to. Where can you get a complete list of software functions for all the major types of business solutions ( ERP , CRM , accounting , content management , HR , SCM etc)? They’re available at TEC . We list them as RFP templates, but they're more precisely comprehensive, detailed lists of software functionalities. For example, the discrete ERP version lists, in a hierarchical structure, about 3,600 different functions ERP systems can perform, the CRM version Read More...
How a Paper and Packing Company Grew with a Scalable ERP System
Joshen Paper & Packaging needed to update its enterprise resource planning (ERP) distribution system. Joshen partnered with Vormittag Associates Inc. (VAI) and

do a proposal  financial reporting features could do for Joshen and (3) recognition that VAI's in-house technical expertise could customize its flexible, Web-based software package to meet Joshen's fluid organizational dynamics. According to Trisnar, VAI understood Joshen's business and our unique requirements. Knowing that VAI could implement an enhanced version of S2K to offer the integrated Web and financial reporting capabilities that we needed to continue growing our business was an enormous advantage from our Read More...
A Candid Conversation with a Field Service Workforce Management Leader
ClickSoftware, rooted in field service workforce scheduling and optimization, provides automated workforce management and optimization solutions, on-demand and

do a proposal  the first kind may do nothing, or may highlight the problem for a human to handle. Solutions of the second kind will look for another technician, check whether that technician has the necessary skills and parts, and if necessary find a way to get the required part to that new technician. This change may trigger a cascade of additional schedule changes. Humans just can’t handle such a cascade cost-effectively. As always, there are gray areas—some solutions fall somewhere between these two types. For Read More...
Brewing Up a Better Schedule for a Product with Many Variables
For the coffee producer Mother Parkers, scheduling coffee production across two plants was an ever-increasing challenge. Mother Parkers decided to take

do a proposal  Up a Better Schedule for a Product with Many Variables For the coffee producer Mother Parkers, scheduling coffee production across two plants was an ever-increasing challenge. Mother Parkers decided to take proactive steps toward consolidating its day-to-day scheduling data by engaging Supply Chain Consultants (SCC) to help. SCC applied its scheduling algorithms to improve schedule attainment, visibility, and stability—exactly what Mother Parkers needed. Read More...
Software as a Service: A Cheaper, Faster Way to Access Applications
The dismal economy hasn't been bad news for all segments of the IT industry. The market for applications delivered in a software-as-a-service (SaaS) model is

do a proposal  history of thriving in down cycles, and what to look for in a SaaS solution. Read More...

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