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Business Development

Wednesday, May 28, 2014 | 10:00 AM - 11:30 AM
Chicago 8

Weaving a Cognitive Web:  How to Build a Winning Business Case in 30 Minutes

Tom Sant, APMP Fellow
Founder, Hyde Park Partners


Research has consistently shown that proposal managers and sales leaders all agree that spending more time up-front in thinking about an opportunity strategically will pay huge dividends downstream.  But how can a sales/proposal team do that efficiently? In this session, Tom Sant will demonstrate a process he has successfully used in large-scale opportunities with Microsoft, Booz Allen, Ciber, Wells Fargo, VMware, NetApp, ISS, and dozens of other companies:  cognitive webbing. The cognitive webbing process focuses the entire team on uncovering the elements of the business case quickly and framing those elements into a compelling message.  Useful for creating the executive summary for a proposal or the outline for a presentation, cognitive webbing gets everyone on the same page quickly and assures a persuasive, client-centered outcome.   In just 30 minutes, an individual or team can create the outline needed to begin creating a winning proposal or presentation.


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Tom Sant

A former college professor, standup comic, and founder of two successful firms, Dr. Tom Sant was named the world's foremost authority on winning sales proposals by the American Management Association and one of the top ten sales trainers in the world by Selling Power Magazine.  He is the author of the best-selling Persuasive Business Proposals, The Giants of Sales, and The Language of Success.  Tom was named one of the first-ever Fellows of the APMP.

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