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Building Winning Proposals

In the real world business environment survival hinges on capitalizing on opportunities as quickly and efficiently as possible.  Professionals and organizations may be convinced that they have the perfect value proposition but then lose out to their competition due to inexperience, poor timing, or inadequate preparation. This workshop is for the professional seeking to develop a better understanding of the activities, processes and methods necessary to build more effective business proposals and favor the right conditions to win.

Dates: November 3-4, 2014
Time: 9:00 am - 5:00 pm
Location: 688 Sherbrooke Street West
Fee: $895 CAD plus applicable taxes

Dates: March 25-26, 2015
Time: 9:00 am - 5:00 pm
Location: 688 Sherbrooke Street West
Fee: $895 CAD plus applicable taxes


Description

This workshop provides an introduction and overview of the principal elements and themes involved in building proposals.   It takes participants through the different stages in developing opportunities, gathering requirements, structuring proposals, execution work flows as well as understanding deployment ramifications and contingencies.


Who Should Attend

Business professionals and entrepreneurs in positions of sales, business development and management with focus on individuals in early career development or who have recently begun leading/managing sales processes.  A survey would be issued to gather level of diversity, experience and areas of industry prior to workshop session.


Objectives

At the end of this workshop the participants will be able to:

  • Build comprehensive proposal story-boards
  • Coordinate team and third party resources
  • Understand financial and legal aspects
  • Apply basic models for managing a sales process
  • Recognize human factors and aspects in negotiations

Topics Covered

  • Identifying the opportunities
  • Gathering and understanding requirements
  • Gathering intelligence (market and competitors)
  • Structuring proposals, deliverables, deadlines, milestones, contingencies
  • Financial aspects, understanding budget, cash flow and resources
  • Legal aspects,  contracts, anticipating and elaborating terms and agreements, confidentiality, liability, breach
  • Social aspects, ethics, good governance, branding, environment, social issues and human factors
  • Preparing for effective negotiations
  • Assembling resources, putting together a team & coordinating with third parties
  • Public tendering process E-procurement, collaboration tools, and social media channels

Facilitator

Sheriff Moussa, B.Eng., Electrical Engineering

Senior Manager, R&D, Deloitte.

Sheriff Moussa has more than twenty years of experience in design, manufacturing, project management and business development. In his early career Sheriff held engineering positions such as mechanical design integration engineer and was responsible for engineering and manufacturing of electro-mechanical assemblies for large firms in the field of communications, transportation, consumer appliances, and computing systems.  In 2001 Sheriff acquired in depth business and entrepreneurial experience as co-founder of a software company specialized in CAD/CAM automation, where he was responsible for operations. After selling the company in 2006, Sheriff partnered with a former executive of a large engineering firm and ran a consulting company offering a diverse range of technical analyst services, including producing feasibility studies, business plans and proposals. With the retirement of his partner in 2010, Sheriff saw an excellent fit and opportunity to join the R&D and strategic innovation team at Deloitte. Throughout his career, Sheriff has participated as guest lecturer in various engineering and management university courses.


Cancellation Policy

All cancellation & substitution requests must be made in writing. The following Cancellation Policy applies:

Up to 14 days prior to the start date: Full refund
7 days prior to the start date: Refund minus $100 Cancellation fee
Within 7 days of the start date: No Refund, however suitable participation substitution will be permitted

If no notice is given prior to the start of the event(s) and you fail to attend, you will be liable for the full course fee.

McGill SCS reserves the right to cancel an event up to 5 days prior to its start.


Contact Information

Telephone: 514-398-5454
E-mail: pd [dot] conted [at] mcgill [dot] ca