Executive Summary Workshop

Workshop Description

The preparation of an executive summary for a proposal or tender can be a daunting prospect. The Executive summary is the primary selling document within a proposal. It is not merely a summary of the proposal response document. The development of the executive summary is a key activity in the life cycle of the Proposal. When crafted correctly the executive summary will provide the roadmap for the proposed solution to the client’s requirements.

This workshop is an intense, highly participative workshop that will explore the process of developing a winning executive summary for a bid or tender. This activity enables the participants to learn how to:

Establish the key customer requirements and activities
Outline solutions or Ideas to meet the customer requirements
Establish the competitive position utilising SWOT and PESTLE analysis
Develop High level win themes
Develop discriminators

The workshop addresses the preparation activities that are needed in order to allow the executive summary process to be effective. It also addresses the role of the leader in the process and the required skills and attributes of the participants.

The workshop explores techniques such as brainstorming, nominal group techniques and requirements matrices to equip the delegates with the tools to develop an executive summary that addresses the question:

WHY US?

Upon completion of this workshop The delegates will have learned tools and techniques that will allow them to develop compelling executive summaries for solutions to Client requirements.

Workshop Structure – Day 1

Preparation for the executive summary development
- The role of the leader
- The ideal participants
- The agenda for executive summary development
- Tools and Techniques
  - Brainstorming
  - Nominal group techniques
  - Use of matrices
  - Establishing Key requirements
  - Solution outlining

Workshop Structure – Day 2

Competitive Analysis
- SWOT
- PESTEL
- Establish Win Themes And Discriminators
- Consolidation of ideas
- Executive summary Structures
- Presentational guidelines

Learning Styles

The workshop utilises the SIPA training methodology. (Structure, Involve, Practise and Apply) This involves highly participative exercises and case studies. The workshop is highly interactive and experiential in nature.