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2016 Conference Sessions
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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Re-Engineering the Engineering Proposal

Friday, May 27, 2016 | 1:00 PM - 2:00 PM | Republic

Tom Sant
In a two-year project with a Fortune 100 global engineering firm, the presenters undertook a systematic process to reinvent the firm’s proposals and change its culture.  Key factors in the project included the assessment of the proposals being submitted, interviews with field sales personnel and customers, workshops to identify new processes and content, development of content libraries and new design templates, and training.  This session showcases this comprehensive effort and how it has resulted in increased wins in a tough market and strong customer satisfaction scores.

A former college professor, standup comic, and founder of two successful firms, Dr. Tom Sant, CF APMP Fellow, has had a revolutionary impact on the way business people communicate.  Named the world's foremost authority on winning sales proposals by the American Management Association, he is the author of the best-selling Persuasive Business Proposals, and he also wrote The Giants of Sales and The Language of Success.

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