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

• Winning Partner of the Year Award (2016) – https://www.nz365guy.com/microsoft-public-sector-public-safety-national-security-partner-of-the-year/
• RFP (Request for Proposal) – https://www.investopedia.com/terms/r/request-for-proposal.asp 
• RFQ (Request for Quotation) – https://www.investopedia.com/terms/r/request-for-quote.asp 

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Thanks for listening 🚀 - Mark Smith