STAGE 03
Define Solutions / Proposal
Embedded Files
OBJECTIVE:
Confirm with key stakeholders that our company is the vendor of choice and deliver a proposal
COMPETENCIES AND SKILLS:
N/A
KEY ACTIVITIES
Revalidate stage 1 and 2 activities
Follow Up seek guidance on proposal, key topics, pain points, stakeholder aligned
Empathies Identify perceive risks, concerns, threats and competitor actions, seek early intervention
Network expand network to get enhanced view of deal
PS Requirements review
Influence Key time to influence stakeholders value, highlight strengths and competitor weaknesses, drive evaluation criteria
SYSTEMS & TECHNOLOGY
Stakeholder Map/Org. Chart
Mutual Activity Plan (MAP)
CONTENT / ASSETS
Proposal documentation
ROI analysis
Case studies
Pricing calculator
Provenir SOW
ONGOING ACTIVITIES
Salesforce is updated Timely and Accurately
Test key stakeholders, budget, timeline, competition, and potential partners
Tet Champion, inner circle, influencers
Validate win themes, strategies
Confirm insight, relationship maps
Update mutual activity plan
EXIT CRITERIA
Proposals has been delivered to customer
Key Values– understand and differentiate what customer values/priorities
Next Steps – clear understanding of next steps, risks, dependencies
Process– Confirm process steps and timelines to signature, competitors and knock out process/vehicle
PS Signoff
Salesforce required fields:
Full Stakeholder Map & Signatory
Deal Desk (File Attached)
Legal Team Engaged
Pre-Sales Requests
Competitors
Opportunity Summary
Next Steps
If you can answer all of the above please proceed to Stage 4 - Evaluation
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