Wednesday, May 28, 2014 | 10:00 AM - 11:30 AM
a Cognitive Web: How to Build a
Winning Business Case in 30 Minutes
Tom Sant, APMP Fellow
Founder, Hyde Park Partners
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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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.