Course context
Our comprehensive 2 day training programme is designed to assist those responsible for generating new business to accelerate their win rate. Drawing on extensive experience evaluating proposals on the client-side and writing winning proposals on the agency side, this programme goes beyond the hygiene factors to offer real insight into what decision makers want and how you can deliver to win.

Level
Advanced

Who will benefit from this course?
The programme will benefit Research Directors and Business Development managers who are responsible for responding to RFPs and are looking to deliver truly client-centric proposals that increase their success rate.

Aims and objectives
When the vast majority of suppliers within an industry are able to provide high quality solutions to their clients, winning agencies truly differentiate themselves and make it easy for the client to select their bid and recommend to other decision makers.

The aim of the ‘Winning the Endgame’ Masterclass is to help Directors and Business Developers apply leading edges sales, marketing and communications skills to business proposals that delight clients and close more deals. We share our tried and tested framework for delivering customer-centric proposals that demonstrate your brand promise and provide practical examples and exercises to help apply the skills in real life.

  • Bring the client to the heart of the proposal
  • Improve the persuasiveness of your approach
  • Demonstrate an appetite to work with the client
  • Enhance your written proposal documents to make them easy to read and assess
Learning outcomes
  • Understand what clients want, how the decision process works and how to find this information (it is rarely disclosed in the RFP or brief)
  • Be able to assess strengths and weakness against customer needs and competitor offers to develop strategies to enhance your position in the proposal
  • Be able to demonstrate your experience, rather than just write about it
  • Be able to create persuasive proposals that truly differentiate and create client preference
  • Apply communication frameworks to turn a well written document into an inspiring proposal

Testimonials

“Very useful and applicable in my new role.”
Abhi Roy, Future Thinking
March 2016

“Clear, relevant and motivating.”
Maxine Fox, iGen Insight
March 2016

“Really hit the nail on the head and filling a gap in terms of my training need.”
Catherine Turner, IFF Research Ltd
March 2016

“Commercially intelligent.”
Chris O'Brien, IFF Research Ltd
March 2016


Venue

MRS
The Old Trading House, 15 Northburgh Street,London,EC1V 0JR


Additional Information

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