A Complete Sales and Proposal Solution Email this Article Printer Friendly Page

CRMFederal integrates the sales and proposal writing processes. The system is designed specifically for company’s selling services to the federal government.

Integration of Sales and Proposal Writing

Successful federal sales require focused sales efforts to build trust-based relationships with federal customers. Winning federal proposals are based on the customer intelligence resulting from customer relationships.

Proposal writing should not be thought of as a separate process or discipline. Rather, it should be thought of as the critical last step in the sales process; the step necessary to close the sale. The entire process for opportunity identification to customer relationship building to proposal writing and finally contract award should be one highly structured process.

An integrated federal sales process is comprised of ten tasks.

1. Identify an opportunity and build a customer relationship.
2. Manage the opportunity using the Customer Database.
3. Complete the Customer Intelligence Questionnaire (CIQ) as you build the relationship and communicate your solution to the customer.
4. Develop Selling Points based on the CIQ. The CIQ and the Selling Points will show how strong your relationship is with the customer.
5. Make a Bid/No Bid decision based on the strength of the customer relationship.
6. Write a Draft Executive Summary based on the CIQ and the Selling Points.
7. Develop Proposal Outline and Schedule.
8. Develop a Proposal Kick-off Meeting.
9. Write a Defensive Proposal based on the CIQ and the Selling Points. Your proposal will then reflect the strength of your customer relationship.
10. Control proposal versions.

CRMFederal is comprised of ten web based tasks beginning with customer relationship building and ending with a completed proposal. Processes within tasks are activated through a web browser. Model proposal text and templates are provided in downloadable Word format.