Know The Customer's Customer

How to know the Customer's Customer to become an authority. WHY WRITE PROPOSALS Today's business people expect well thought through proposals that present sound ideas and programs that help marketers sell products and build market position, presented in a way that is regarded as customized and consistent with business planning. Business Proposals Communicate as an AUTHORITY Sell the idea....not the evidence! Each year it is important to go to each of your Target Accounts with a business proposition. A business proposition is simply a proposal to do business. Good business propositions offer win-win relationships and are logical. Your marketing department collects examples of major proposals that have been made to your clients. These major proposals can be reviewed by you to help you generate ideas. Proposals add importance to an IDEA’s value and show that you are a focused thinker. Proposals demonstrate your conclusions based on your knowledge of your market. Proposals allow people at your client and the support team to lift facts and ideas. Proposals give all parties a chance to agree up front. PREPARATION. ACHIEVE RECOGNITION AS AN AUTHORITY By "Authority" we mean the collection of every bit of facts, knowledge, digesting it, and ultimately being able to interpret and communicate that information, knowledge, and insights in such a way that it creates value for those who can benefit. Authorities are able to show that their position has created value for others who have acted on their recommendations and ability to identify trends. Being recognized as an AUTHORITY requires research and insight. You need to know where to look for direct information and facts. You need to know where to look for indirect information and facts. You need to know what things indirectly impact a possible outcome or trend. You need to meet with people who are leaders and other authorities in the area to ask questions. Why is it important? People would rather do business with so