Monthly Archive for April, 2010

Stop Writing Sales Proposals!

Hand writing on paperOne of the conversations I regularly have with my peers is about the Sales Process, and converting Prospects into Clients. During that conversation, the topic that always comes up is that of how we tackle writing Sales Proposals for clients.

Here’s my quick thoughts on the subject as someone who has learnt the hard way.

Writing a proposal is expensive. It’s time consuming. For most, it’s tedious. Sure, you can use products such as QuoteWerks that will help reduce the time spent on this, but at the end of the day you want to avoid it wherever possible.

There are some occasions where writing a proposal is necessary – where you genuinely can’t meet with the decision makers (a Trustee Board for a Charity perhaps) but typically, there should be no need for the proposal if you’ve sat down with the Decision maker – and by that I mean whomever signs off on the purchase – and gathered all the necessary information and answered all of their questions. That means understanding the prospects true pain (not just what they tell you), being aware of their true budget (if they say they don’t have a budget, ask them how much they’d like NOT to spend…) and understanding their decision making process (i.e. who else needs to be involved in this conversation).

More often than not though, a request for a proposal from a prospect is simply an avoidance tactic – they probably want to say no to you, but don’t feel comfortable doing so, or they’ve decided this project isn’t so much a priority for them after all. Whatever, if you agree to write that proposal, you’re giving up your time and energy with a virtually zero chance of winning the business.

Worse – many prospects ask for a proposal so they can use it as specification for the project that they can then use to shop around with your competitors. If you write this proposal, you’re in effect providing free Consultancy.

I see many people avoid calling the prospect on these facts, and agreeing to do the proposal anyway, even though they have a gut feeling that they’ll not win the work. I call this “The Fear”. It’s a fear that if you don’t agree to do the proposal, you’ll offend the client, or you’ll lose the work. Therefore it’s better to just agree, invest the time in writing the proposal, and hope for the best – however slim that chance is.

If you want to continue writing proposals for work that you never win, then continue to do this. If you value your time, then let the prospect know that by uncovering the real reasons they’ve just asked for a proposal.

One Litmus Test as to whether you should really agree to write a proposal is to give the prospect an honest ball-park figure for your work, and do be honest, don’t undersell yourself. If the figure is way off the budget the prospect has in his head, no amount of proposal writing will win this work. More often than note though, the prospect will be more honest with you (“That’s a little higher than I’d hoped”) and you can then go back to working on the budget requirements instead of writing and revising a proposal.

The bottom line is, your time is valuable, so don’t waste it writing un-necessary sales proposals. Instead, work on overcoming “The Fear” and only write proposals where you’ve got a genuine chance of winning work.

MCT Live Summit 2010 – York, 25-27 August

A shout-out for a big event taking place in York on the 25th to 27th August – run by Andrew Bettany of the University of York.

Andrew was responsible for putting together the great “Get on the Bus” Microsoft Tour that took place in York last year, which was very well attended and had some great speakers.

He’s now in the process of putting together an event bigger and better event, aimed at Microsoft Certified Trainers!

“Welcome to MCT Live Summit 2010!

Microsoft Certified Trainer (MCT) Summits have had a huge impact on our community and are a great way to prepare for training on new technology and network with peers and with Microsoft Learning management team.

After successful events in Prague, Berlin and Zurich, we are now proud to announce the 2010 MCT Summit will be held in York from 25-27 August 2010.

Open to all MCTs and trainers from any discipline – IT Pro, Dev, IW and academic educators this is the trainer event of the year.

We have various session tracks, including keynotes, IT Pro, developer, Microsoft Office and information worker, BI, SQL, security, IT Academy/MOAC, soft skills plus more!

After the keynote presentations on Wednesday 25th August, there will be 3 simultaneous sessions to choose from during the day. Sessions will be delivered by technology experts and leading voices within the training community .

Exclusively this event is being managed and driven by a team of MCTs from the community with support from Microsoft Learning and sponsors.

Kind regards
Andrew

Andrew Bettany MCT, MCSE 2003, MCITP Server 2008
2010 Event Manager

Website: http://www.mctsummit.eu/

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Twitter – Why Bother?

The Scenario: You’re at a networking event chatting with other business owners. You exchange business cards with a Gentleman who looks at your card, sees that unusually, you have a Twitter link listed on it and says “Why do you bother? How does using Twitter help you with your business?”

How do you typically answer?

If you’re like me, if you start talking about relationships, collaboration and the like, you invariably hear some apathetic objections, end up debating the value of Social Networking as a whole, and ultimately, it’s likely the business person you are talking to still doesn’t “get it”.

As you get asked this question a lot you can start to feel like a broken record.

I was chatting to a friend about this, and we talked about how we could boil our answer down so that it made sense for your typical business owner.

Now when we’re asked “How does using Twitter help you with your business” we answer:-

  • It helps us find new prospective clients
  • They then start reading our blog or subscribe to our e-mail newsletter
  • They trust us thanks to finding value in the content we give them
  • They become paying clients
  • They continue to trust us and find value in the content we give them, and so share it with other prospective clients

If you’re reading this blog, then chances are you’re somebody who gets asked this question a lot too – how do you typically answer it?


Reporting from The Gadget Show Live!

With a view to feeding my inner geek, I took the opportunity to visit The Gadget Show Live at the Birmingham N.E.C. last Friday. Those of you that know me might say that my inner geek isn’t much removed from my outer geek, but nevertheless – the show (based on Channel Five’s successful UK Television programme) was a huge event, much bigger than the same show last year, with a ton of exhibitors and visitors in attendance.

Here’s a round-up of some of the cool and quirky gadgets that caught my eye.

Firstly – it’s clear that 3D is the big thing for 2010 and beyond. Every major manufacturer, from Sony to Panasonic, had a 3D Television on display and the good news is… the experience of viewing them is awesome! Panasonic were taking pre-orders for their 50” Plasma 3D Television, whilst the Sony stand had a continuous stream of people sitting down to try on 3D specs and view the screen (as seen right).

NVidia were also showing off their 3D Vision, wired 3D specs demonstrating a PC running Batman: Arkham Asylum (which genuinely looked great) but there were also some less stellar efforts, a pair of “Cinema Glasses” – which had earphones attached – were supposed to give the impression of sitting in a large screen cinema. Sadly, they felt large and uncomfortable, and both the GG (pictured below sporting said specs) felt mighty uncomfortable wearing them for just a few minutes, let alone a feature length movie.

3D apart, PsiXPDA had their “Ultimate Pocket Computer” tiny full-keyboard PDA on show – a device reminiscent of the old Psion devices, in this case running Windows 7 or Linux Ubuntu, and with built-in Wi-Fi and a 3G SIM Card slot.

The device *was* tiny, no doubt about it, but it felt slow and clumsy in use, and the price tag of £400+ was off-putting. That said, if you’re looking for a ultra-small device for web-browsing whilst at Conferences and the like, this could be for you. Me, I’ll stick with my Samsung nc-10 Netbook

Whilst not exactly thrill-inspiring, there were also a couple of Power related Gadgets on display. The iDAPT Innovative Adapter caught my eye – it’s basically a power docking station that can accommodate two or three devices at a time by way of interchangeable power-adaptors. The cost of the unit was around £30, and the adaptors costed around a fiver each. The range of adaptors available was very impressive – with everything from an iPhone to a TomTom to a Nintendo Wii controller, as well as all the major Mobile Phones. IDAPT boast 4000+ compatible devices. If they added a feature to automatically cut-off charging when a device was charged, I’d be recommending this without hesitation…

Sanyo were also showing their new Eneloop Rechargeable Batteries. Not very exciting, granted, but what is interesting about this technology is that the batteries retain up to 85% of their charge for a year or more. That means they come charged out of the blister packet, ready to use, and unlike conventional rechargeable batteries, if you don’t use them for a few months, they don’t need re-charging before use. Price wise they are comparable to conventional rechargeable batteries. Impressive!

Security products were also on display, including a myriad of IP CCTV Cameras and Home Automation. The EnigmaTag Property Protector was interesting – it’s basically a nail varnish sized bottle of liquid which you dab on to your expensive gadget kit. The liquid contains unique micro-particles that then give your marked gadgets their own coded fingerprint, which can be identified by special Police scanners to in theory, re-unite stolen items with you. I’m unsure of the Police Scanner take-up – so my gut feeling is that many of these stolen items would sit in a Police store-room un-scanned and un-re-united (is that even a word?!) – but it’s an interesting product.

On the subject of Home Automation, two products caught my eye for totally different reasons.

Firstly, the Bath-o-matic connects to existing phone or CAT5 cabling and allows you to, get this, run a bath to your d esired temperature by remote control! It will aid oils, soaps and salts as required, and can be fitted new or retro-installed to existing bath-tubs. Yes, really! Clearly a IWOOT product for the Tubb household! :-)

Secondly, have cats but hate kitty litter? The CatGenie is for you. It’s the world’s only Self-Flushing, Self-Washing Cat Toilet. It’s shaped like a Dome, and has a (and I quote) PawMat! Again, I’m sure this device will do great business as there is a need for it where you live in a Flat or Apartment and Mr. Whiskers can’t get outside for his ablutions, but I couldn’t stop laughing as I spoke to the nice lady on this exhibition stall. Thankfully, she took it all in good hum-meow. Ahem.

Gaming devices were everywhere you turned, and the new Nintendo Dsi XL was on show. As the man from the Nintendo Stall, who clearly doesn’t understand the value of Word of Mouth marketing and Social Networking to a company even as big as Nintendo, asked me to refrain from taking a photograph of the GG using a Dsi XL (for “Security reasons”) we won’t talk about it.

The very Nintendo Wii-like Blobo looked cool though! It’s hard to explain how it works, other than to say it’s a soft coloured ball that you then use in a Wii-mote like wireless way to control on-screen characters in cartoon-based games, ala Wii Sports. Like the Wii, people of all ages took to it instantly and I hope it’s a big success!

A device that people seemed interested in, but perhaps couldn’t see *much* of a practical use for, was the Mantra Lingua TalkingPEN. It’s basically a chunky pen that you scan across written words, which are then spoken to you via the in-built speaker. Fascinating to see, but the only practical uses I could imagine for it are as a Childrens Learning Aid, and as a Foreign Language tool.

On to more practical gadgets, and Mobile Provider Three had their “In Car Wi-Fi” on display. Yes – your own Wireless Internet connection in your car! In a nutshell, it’s a Three MiFi Huawei Wireless Modem with an in-car charger and holder, that then allows up to 5 Wi-Fi devices, such as an iPod Touch, Netbook or Nintendo DSi, to connect to the 3G Wi-Fi signal. It’s available on Pay-As-You-Go and I can see this being a hit with families eager to keep the kids quiet in the b ack seat of the car on a long journey – although from experience I know that the 3G signal can be very spotty when travelling at 70mph down the M6…. Cost was £59.99 including 1GB Data allowance.

Sony had their e-Book Reader on show, and whilst both the GG (pictured right testing it out) and I were impressed, the device did feel sluggish in use. I’ve never tried out the Amazon Kindle, but I suspect it might be the better way forwards for e-Book readers.

The SWAP Smart Watch and Phone was very, very cool! It’s basically Dick Tracy technology come to life – a Wristwatch with a Sim-Card holder, Bluetooth Connectivity, a built-in Camera and WAP browser, which you can make and receive mobile phone calls to and from with a talk time of around 90 minutes. It wasn’t *too* chunky, and whilst it was a bit sluggish in use with a tiny screen, and whilst the cost of £300 might be off-putting for many people, it’s undoubtedly the first of what will be many Wrist-Watch Mobile Phones to hit the market. Bring it on!

Finally, The Centre for Computing History had a whole section of Retro Gadgets on display.

For a retro-geek like myself, this was heaven! There was everything from an Atari 2600 VCS to Pong to an Apple II (the pinnacle of that companies innovation, in my opinion…) plus Speak & Spell, the Amiga CD-32 (which still looked great!) and of course, Pac-Man (which the GG became addicted to…).

The irony of this display is that as a retro-geek collector, I’ve got most of these Gadgets sat at home in boxes, rarely dusted off to play. Clearly, I need to create my own Computer Museum to get the most fun from these devices…

All in all, The Gadget Show Live was a fantastic day out and a lot of fun! Here in the UK we don’t get the fun of shows like the Consumer Electronics Show or CeBIT – so if you get a chance, make time in your diary next year to visit The Gadget Show Live!

I’ll be presenting at AMITPRO – 6th April 2010

A last minute reminder that the April meeting of AMITPRO, the Association of Midlands IT Professionals, takes place on Tuesday 6th April at 1730 at the Arden Hotel in Solihull.

The meetings normally take place the second Tuesday of each month, but this month we moved the date forward a little as we were hoping to accommodate a very special speaker from the US – the writer of one of my favourite blogs – Small Biz Thoughts – and author of many books, Karl Palachuk of KP Enterprises of Sacramento, CA.

Sadly, due to circumstances out of his control, Karl won’t be making it to the UK after all due. Many people put in this situation might rant about the injustice of the system, or the unfairness of life – but not Karl – you can read his article “Making Lemonade a Lifestyle Choice” over at the Relax, Focus, Succeed Blog to discover exactly how Karl dealt with the situation. We look forward to seeing Karl another time when he’ll be more than welcome to join us!

The show must go on though, and so yours truly will be speaking as planned, and we’ll have some prize giveaways and some bonus presentations and discussions on the evening. I’ll give you a tip ahead of time – BRING SOME BUSINESS CARDS!

You can read more at AMITPRO group lead Andy Parkes Techie Blog over at http://andyparkes.co.uk/blog/index.php/2010/03/19/april-amitpro-meeting-must-attend-event/

“Just wanted to do a bit of shouting about our next AMITPRO meeting. It’s one we’re really excited about!

First, we’ve changed the date. Our meetings are usually on the second Tuesday of every month but we’re rearranged to accommodate one of our speakers. This means the date of the meeting is 6th April

So, the speakers, in no particular order!

AMITPRO’s very own Richard Tubb (@Tubblog)

Business Processes for SMB IT companies

How Richarduse them in his business, and how they can help businesses of all sizes rapidly grow. From the one-man-band where the owner is looking to take on his first employee but can’t find the time to take that step, to the bigger business where processes can help individuals grow in responsibility and encourage rapid business growth -  Richard will speak about the tools his company uses and the benefits you can expect from systemising your SMB IT business.

Richard has made great strides as a business owner in the years he’s been an AMITPRO member so it’ll be great to hear how something at the very core of his growth has been put together.

He went on to become one of the first IT companies in the UK to gain Accredit certification which is a testament to the hard work Richard put into the processes used to run his business.

We’re trying to encourage more content from within the group so it’s fantastic Richard has stepped up to do this.”