This document provides tips and guidance for creating successful proposals and presentations. It emphasizes putting thought into how to help clients solve their problems, understanding the audience, and focusing on a conversational style rather than just delivering information. The key steps outlined are preparing by understanding the situation, objectives, and value; providing a solution that is better than competitors and proven; and delivering the proposal in a way that highlights the problem, objectives, metrics, and value to the organization. Overall, the document stresses truly understanding the client's needs and having a discussion rather than simply giving a sales pitch.

1. Welcome to Venue
Andrew Keogh
Aristo

2. “If a potential customer has made time to meet
you, this means they have a problem to solve or a
project in mind and they expect that you are not
simply coming to tell them what you do, but that
you have put some real thought into how you are
going to help them solve their problem”
- Deirdre McPartlin
Enterprise Ireland Düsseldorf

3. `
‘Creating Winning Proposals & Pitches’
‘It’s About Relationships- Stupid’

4. `
Qualities of Your Hero
• ???????????
• ????????????
• ????????????

5. Who is your audience?
“Designing a presentation without the
audience in mind is like writing a love
letter to ‘ whom it may concern’ “
Nancy Duarte

6. `
Tip Scales in your Favour
To connect successfully,
use these 3 steps:
Are
Do
Get

7. `
The Basics: Preparation
Are
 Situation Appraisal
 Objectives
 Measure of Success
 Value to Organisation
Do
Get

8. `
The Proposal: Solution
Are
Do
Get
 Better than anybody else
 Delivered may times before

9. `
The Proposal: Delivery
Are
Do
Get
 Situation Appraisal
 Measure of Success
 Objectives
 Value to Organisation

10. “Most Boring Day of my Month”
• You are one of 6-8
teams presenting,
how are you going to
stand out from the
crowd?
• Make Your Solution
Stick !!!!!

11. `
Proposal Formation
Establish objectives for the proposed project
• What would you like the end result to be?
• How would things be different from now at the
conclusion of the project?
• Ideally, what three things must be accomplished?
• What are the business outcomes?
• How would you like to be known as a result of this
project?
• What must be changed, fixed, or improved the
most?

12. `
Proposal Delivery
•
Situation Appraisal:
Open with your understanding of the client’s current
condition and why the proposal has been sought.
Focus on the problem or improvement you offer.
• Objectives:
Our objectives for this project include:
4 or 5 bullet points objectives emanating directly from
previous conversations with prospect.
• Measure of Success:
Our metrics will include:
4-5 bullet points reporting on successes
• Value to the Organisation:
The value to ?????? will include:
What have they told you they want?
How are they better?

13. `
Proposal Options
A proposal must offer options:
Option 1:
Option 2:
Option 3:
“If you reduce price without reducing value, the
buyer will merely keep pushing, wondering how low
you can go. If the discussion is about price and not
about value, you have lost control of the discussion”
Andrew Keogh

14. `
Cake or Worm?

15. “A gossip talks about others,
a bore talks about himself,
a salesman talks about his product,
and a brilliant conversationalist talks
about you.”
- Andrew Keogh

16. `
The Aristo Philosophy
Stop Delivering!
• Sermons (churches empty)
• Sales Presentations (no one wants to be sold to!)
• Pitches/Presentations (majority uninteresting)

17. `
The Aristo Philosophy
Start Having a Conversation
Aristo promotes the art of extended
conversation.
Have a conversation, be it with
1 , 5,
50
or
500 people.

18. `
My Contact Details
email:
andrew@aristo.ie
twitter:
@aristoc2g
web:
www.aristo.ie
phone:
01 8208552
http://ie.linkedin.com/in/andrewkeogharisto

19. Welcome to Venue
Andrew Keogh
Aristo