The key benefit of this publication is to arm you with the right knowledge and templates to make your engagements much easier and to make sure your documentation adheres to all the Industry best practices required to make an impact and win the opportunities - from asking the right questions, putting together a winning proposal to detail a targeted design document.
About the Author
I have 15 years + experience in the IT field. I am very familiar with the IT industry and have worked directly or indirectly (white labelled) for a lot of top service providers
Target Audience
This is targeted towards Presales consultants who are starting in the field and need some guidance towards qualifying, analysing win probability and scoping of potential opportunities as well as couple of end to end sample proposal templates which you can use to produce high quality proposals. This guide is equally beneficial to seasoned IT consultants as well as Presales and Professional services manager to cross reference their practices with what is stated in this publication. This information can arm you with knowledge to impress in interview stage as well as in the field itself.
Contents
Chapter 1: Presales Consultancy
Chapter 2: Types of Client Requests and Your Responses
Chapter 3: Sample Caveats and Assumptions
Chapter 4: Types of Sales Opportunities
Chapter 5: Presales Team Workflow
Chapter 6: Presentation - Tips and Tricks (includes sample presentation template)
Chapter 7: White boarding - Tips and Tricks
Chapter 8: Scoping, Qualification, Win Probability and Proposal Approach
Chapter 9: Technology Scoping Questionnaires
Active Directory, Application Virtualisation, Exchange, Infrastructure Health Check, Lync 2010, Forefront TMG, Network Health Check, Office 365, Office 2010, Small Business Server, SCCM 2007, SharePoint, SQL Migration, Storage, Virtual Desktops, Virtualisation, VMware SRM, Windows 7
Chapter 10: Sample Active Directory Health Check - Proposal Template
Chapter 11: Sample Microsoft© Exchange 2010 Transition - Proposal Template ***New***
Bonus - Sample Exchange 2010 Transition Design Document ***New***
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