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Commercial Proposal Management Best Practices

Tuesday, May 27, 2014 | 3:50 PM - 4:50 PM
Chicago 10

Structure Your Kick-off Sessions to Win: Lessons from the Field

Sally Jacques, CP APMP
Editor, Presentations & Proposals,  Standard Bank


Do you have a winning team to line up for kick-off time? Sally will take you through some theory on structuring winning kick-off sessions, as well as share her experiences of times when not all the players, or the field, are ready for kick-off. With a central theme of winning business, ‘Structure your kick-off sessions to win – Lessons from the field’, is essentially a case study on implementing kick-off sessions at a major African bank, Standard Bank. Sally shares how the most constructive conversations started with the different roles and responsibilities of sales people, subject matter experts and proposal managers. And the biggest lesson has been that the preparation kick-off sessions force, focuses everyone on the client and what it will take to win. Sally will share the template Standard Bank has adopted and how they’ve adapted it to suit them.


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Sally Jacques

Sally Jacques, CP APMP, works for Standard Bank, Africa’s largest bank by assets. She is the editor in the bank’s Proposals and Presentations team. Sally also runs training sessions with the team, as well as training sales managers on proposal issues. This is backed by over 20 years’ experience in communications, investor relations and research (writing many proposals during this time), an MBA from Wits Business School and a BA (Hons) in sociology from the University of KwaZulu-Natal. Sally is currently the chair of the APMP South Africa Chapter and held the membership portfolio in 2013.


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