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Training Solutions

You can achieve breakthrough levels of performance by training your entire team in the world's most successful proposal and presentation methodology. Based on Tom Sant's research and his best-selling book, Persuasive Business Proposals, our training programs are tailored to your specific requirements. We can include exercises, case studies, and examples drawn from your business to guarantee that the training is immediately relevant and easy to use.

Choose the training programs that will benefit your team the most:
  • Client-Centered Proposal Writing
    Proposals are an indispensable part of today's sales process. Who writes the proposals in your company? Are they trained in best practices so they can deliver a customized, persuasive proposal even when the deadlines are short? Do your firm's proposals help bring deals to closure or do they create more obstacles? hyde park partners' training program, Client-Centered Proposal Writing, delivers proven solutions that result in winning proposals faster.

  • Managing Complex Proposal Projects
    Faced with a massive RFP and an impossibly short deadline? Do your proposal projects feel like a fire drill? Is there never enough time to think strategically about the best way to position your recommendations? hyde park partners' training program, Managing Complex Proposal Projects, is an ideal way to implement best practices and raise skill levels for your entire team.

  • Designing and Delivering Winning Sales Presentations
    Good presentation skills are an indispensable component of winning business. They're vital during the sales process, as you interact with the client, uncover needs, and develop solutions, and today they're often crucially important for those opportunities that require an oral proposal. hyde park partners' training program, Designing and Delivering Winning Sales Presentations, is unique in focusing on the skills you actually need to present persuasively, instead of generic "speaking skills."

Client-Centered Proposal Writing

Good proposal writing starts early in the sales cycle. Asking the right questions, uncovering the right information, understanding the customer's business situation, is vital to developing a winning proposal.

This workshop shows you step-by-step exactly how to handle the task of writing a winning proposal. It identifies what questions you should ask and how to decide whether or not to bid. Topics include:
  1. Determining whether this is a real opportunity
  2. Assessing your chances of winning
  3. Analyzing the RFP and/or the client's business situation
  4. Developing a client-centered writing plan
  5. Determining the most effective win strategy
  6. Writing a high-impact Executive Summary
  7. Creating a compelling value proposition based on sustainable differentiators
  8. Smashing through the clutter of clichés and buzzwords-describing your solution so that the customer actually wants it
  9. Writing effective cover letters, company histories, case studies, resumés, proof statements, and RFP answers
  10. Editing for quality and clarity
  11. Conducting a win/loss analysis
  12. Writing traps to avoid
Attendees will receive customized instruction and hands-on practice so they can develop new habits and skills that will enable them to write winning proposals. The training program can be delivered as either a one- or two-day event, depending on your specific learning objectives and the amount of in-class practice you wish to include. This training is ideal for sales professionals, proposal specialists, account management teams, and sales professionals who are responsible for writing their own proposals. For information on training fees, call us at 805-782-9290 or tsant@hydeparkpartnerscal.com. Fees are determined by the training course, number of participants, and duration of training.

Managing Complex Proposal Projects

Writing a complex proposal can be a daunting task. Knowing the best way to approach the task, how to break it down into manageable parts, and how to keep it on track are all part of the skills you need to be successful.

This program is based on decades of experience in writing complex proposals in both the government and commercial sector. shows you in a step-by-step way exactly how to handle the task of writing a winning proposal. It identifies what questions you should ask and how to decide whether or not to bid. Topics include:

  1. Bid/No bid analysis
  2. Preparing for your proposal effort before the RFP is released
  3. Researching the client and the competition
  4. Analyzing the four kinds of content in an RFP
  5. Conducting an effective kick off meeting
  6. Establishing a strong team
  7. Managing the writing cycle
  8. Establishing clear win themes in the Executive Summary and section introductions
  9. Conducting a red team review
  10. Proposal formatting and production
  11. Conducting a win/loss analysis
  12. Establishing a feedback loop for incorporating lessons learned
Attendees will receive customized instruction and hands-on practice so they can develop new habits and skills that will enable them to write winning proposals. The training program can be delivered as either a one- or two-day event, depending on your specific learning objectives and the amount of in-class practice you wish to include.

This training is ideal for sales professionals, proposal specialists, account management teams, and sales professionals who are responsible for writing their own proposals.

For information on training fees, call us at 805-782-9290 or tsant@hydeparkpartnerscal.com. Fees are determined by the training course, number of participants, and duration of training.

Designing and Delivering Winning Sales Presentations

Traditional presentation classes miss the point. They focus on "platform" skills-speaking to large groups, handling a formal question and answer period, and so forth. The problem: most of us are seldom on a stage speaking to a big group. Most of the time we're in somebody's office, communicating one-to-one, or we're in a small conference room, presenting informally to a few people. These are real-world situations that require practical, real-world approaches.

Typical teaching points include:
  1. Analyzing the presentation triad: speaker, audience, and setting
  2. Overcoming nervousness
  3. Uncovering business needs and issues in a non-threatening way
  4. Listening to and validating the client
  5. Developing an appropriate objective for each presentation
  6. Creating a presentation blueprint
  7. Designing and delivering a formal oral proposal
  8. Grabbing attention with effective introductions
  9. Creating rapport and credibility during your presentation
  10. Handling objections, questions, and interruptions
  11. Incorporating graphics, visual media, and props

This workshop moves logically through the kinds of presentations involved in customer interactions, from initial meetings to small group, interactive sessions, to oral proposals. Held in a classroom setting for 8-20 participants, the training is interactive and fun, and uses videotape and structured feedback to help participants see their strengths and weaknesses as presenters. Participants receive a comprehensive workshop manual and presentation planning tools. The workshop can be customized for in-house groups to develop a complete oral proposal and provide opportunity to practice delivering it.

This program is a must for sales professionals, account managers, and sales management who want to hone their ability to communicate persuasively with clients, and for proposal teams who must prepare and/or present oral proposals.

For information on training fees, call us at 805-782-9290 or tsant@hydeparkpartnerscal.com. Fees are determined by the training course, number of participants, and duration of training.


Persuasive Business Proposals and The Giants of Sales
The Language of Success
 

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