Company
Industry
Enterprise Partner Organization
Offering
Proposal Writing Services
Impact
A major software client’s enterprise partner organization needed a solution to address three major issues: consistent execution of the proposal creation process, growing existing business, and developing highly qualified proposal desk team members. Wimmer Solutions was engaged to help the division dramatically increase license renewal rates amongst its partners; improve its metrics as to on-time renewals; and increase net new and ‘add-on’ proposals to result in positive win rates.
Working with global stakeholders to ascertain requirements, Wimmer Solutions assigned a proposal manager to set an overall strategy for the creation and dissemination of proposal templates to proposal writing teams; to develop a methodology for streamlining and ensuring the quality of stakeholder interviews; to manage teams of proposal writers; and to serve as a liaison between sales teams, internal client divisions, and proposal writers.
The Wimmer team assumed responsibility for updating the sales pipeline, facilitating process and deliverable feedback through a streamlined communication process, and creating surveys, project plans, and documentation related to proposal team SLAs. Our resources used targeted stakeholder interviews to inform specific, customer-relevant lists of priorities and qualify the business impact for each IT priority.
To achieve the above goals on schedule and in a quality manner, the Wimmer Team utilized the following technical skills:
Our proposal management solution accelerated the organization’s previous renewal lag by establishing a more robust but more efficient process to engage sales teams; by initiating contact with more advance timing, a more detailed agenda, and a more targeted approach, we were able to execute the proposal creation process by the agreed-upon delivery date with much greater accuracy:
