Tuesday, May 27, 2014 | 3:50 PM - 4:50 PM
Your Kick-off Sessions to Win: Lessons from the Field
Sally Jacques, CP
Editor, Presentations & Proposals,
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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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.