A Resilience for Survival : Reimagine, Reconfigure, Restart

Martin Deepak Raju Chekuri
Shipley Associates,

Abstract

ABSTRACT: PURPOSE: The purpose of this study is to understand how sales teams and pre-sales teams are working in organizations amidst the COVID crisis. It is important to study this because the global economy is indirectly dependent on them to get the economy running again. RESEARCH PROBLEM: Any B2B engagement or entrepreneurial endeavour needs a business proposal. Organizations that want to win projects need to submit business proposals that address customer requirements. There are multiple technical contributors involved to proposals- sometimes from across the world contributing and managing the proposal. Business proposals require proposal managers and professional proposal writing authors. They need the support of graphic specialists. How must proposal teams adapt to this crisis? RESEARCH DESIGN: The research was conducted using both primary and secondary research. Primary research was conducted using interviews, surveys, observations and questionnaires. Secondary research was performed through studying research reports from McKinsey, Bain, Harvard and Gartner reports, articles and magazines. KEY FINDINGS: Proposal team sizes will be reduced if organizations are losing business unless the proposal and sales teams find innovative ways to win business. Tools for content and proposal automation, enhanced visualizations and managing virtual teams will be key aspects going forward in the proposal management. Most of all, proposal strategy, clarity, persuasiveness and customer focussed communication is going to be exceedingly important and key to sales revival. CONCLUSION: These trends will trend to continue, and organizations that adopt these tool and techniques will not just stand out during crisis, but also afterwards also.


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