Solving Business Problems
I am a creative problem solver who can communicate equally well with developers and CEOs. My business training and work experience provides the necessary insight to be able to identify revenue opportunities in technical solutions. I believe in a consultative approach to selling solutions to clients and know that helping others to achieve their goals is the only way to win.
When I work with a client on a sale or a renewal I make sure they have exactly what they need to look like a rock star when seeking approval to move forward. I have created tool kits for clients, showing market analysis, pricing, forecasting and budgeting so that they can then show the revenue potential to their internal teams.
Some of the larger contracts I worked on had a TCV in excess of $3.5M, and because I also managed those clients post sale, renewals were very smooth.
RFPs, RFIs, RFQs, Grants
I have written and responded to hundreds of RFPs. The longest RFP response I wrote was over 140 pages with examples, graphics, charts and pricing. It was accompanied by a slide deck and a six-hour presentation. The level of professionalism and detail in our response closed the multi-million dollar deal.
I taught word processing and MS Office at the community college and continue to do so in business. I am an expert at MS Word, Powerpoint, Photoshop, Illustrator and other presentation tools (like Prezi). I love the creativity involved in compiling and producing a professional looking finished product. I have produced Title III grants for the community college, collecting data from Dr.'s and compiling it into the strict grant format.
In addition to responding to RFPs, I have written and evaluated many for CRM tools, telephone systems, server hosting, banking software, IT helpdesk providers and more.
Solving business problems is a core component of being a solutions engineer. Being able to convey a professional solution in a way that everyone can understand is why I have been successful in closing deals. It is a matter of listening carefully to the client/prospect and identifying issues that they may not have considered and offering solutions to resolve the issues. It is equally important to be clear when some task cannot be accomplished because no one wants to be promised something that cannot be delivered. You may find that your refusal is actually the information your client needed to stop an outdated process (for example, not processing faxes may be a good thing for your client).