The Art of Writing a Successful Bid Proposal and Nailing a Killer Demo with Jason Ferguson

The Art of Writing a Successful Bid Proposal and Nailing a Killer Demo with Jason Ferguson

Jason Ferguson


FULL SHOW NOTES
https://podcast.nz365guy.com/93

  • Personal and professional background – living in Perth, hobbies, working as Solution Director at DXC-Eclipse 
  • How to assess whether an opportunity is worth pursuing 
  • Weeding out the concept of “column fodder” 
  • Importance of getting to the face-to-face phase of the bid process
  • Essential elements of a bid proposal to get you into the next phase of the bid process 
  • Handling lighthouse customers when you don’t have the industry experience 
  • Tender response (RFPS, RFQs) – structured response vs unstructured response 
  • Running a bid process – Is writing a bid proposal a project in its own right? 
  • Going into a demo – what to include in a killer demo when presenting to a customer 
  • Essential elements of a successful client presentation 
  • The thought behind and the value of having a pricing sheet  
  • Importance of standardising your presales process 
  • How to educate your customer and combat underpricing your project 
  • What is the concept of a “cone of uncertainty”? 
  • Winning industry awards – key things when going after an award 
  • How to go about winning an industry award 

Resources

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Jason Ferguson

As a Solution Director at DXC Technology, Jason Ferguson is empowered to utilise the suite of Microsoft cloud technology, with a specific focus on Dynamics 365 to ensure the best result for the company’s extensive suite of clients.

With 20 years’ experience across IT project support, delivery, pre-sales and sales, Jason has been involved with and responsible for both Australian and Global Microsoft award winning D365 solutions. He has worked across industry including;

• All Tiers of Government
• Health
• Financial Services