Page 61 - Superion Sales

SUPERION – Sales Playbook

• Customize cover letter and executive summary
o Use previously edited versions as starting points
o Customize responses: incorporate theme, refer to notes taken during pre-RFP visits, call
out objectives in RFP and discuss how our proposed solution can meet/exceed the
requirements
o Provide compelling reasons to buy from Superion

o Ensure requirements in the RFP are addressed
o Provide finalized content to Proposal Specialist at least four business days before ship date
• Provide references
o Review reference requirements in the RFP
o Provide list of references to Proposal Specialist at least four business days before ship date
o Be sure to contact all references beforehand
• Complete all required cost forms. Read the cost requirements in the RFP to ensure you abide by
them. Note: The Proposal Specialist will not make edits to pricing.
• Help the Proposal Specialist gather responses by deadlines if needed (ensure you are available until
the response ships)

• Provide Proposal Specialist with final pricing at least two business days before ship date (including
pricing for performance bond if required)
• Review the proposal prior to shipping
o Proposals are shipped for overnight delivery at least two business days before the due date

• Reminders: take schedule conflicts into consideration as you plan your time (tradeshows, demos,
holidays, vacations, etc.)

Proposal Specialists Responsibilities:
• Gain a clear understanding of the customer’s goals and objectives through RFP and Sales Rep, help
determine theme
• Schedule and attend kick-off meeting; prepare kick-off materials
• Manage distribution of RFP, including setting and managing deadlines and obtaining responses
from SMEs
• Prepare proposal framework using boilerplate and information from knowledge base, incorporate
theme throughout proposal response
• When used, have pre-answered responses reviewed by SMEs
• Submit questions to requesting agency before deadline
• Apply for bid bonds as required
• Review Proposal Writer’s edits of responses from SMEs and Sales Rep, build continuity
• Provide Sales Rep with proposal draft at least one day before shipping
• Prepare fit analysis as soon as majority of responses are available

• Ship proposal two business days before due dates

3/8/2018

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