Strategic Proposal & Executive Presentation

Tentang Program

Proposal sering gagal bukan karena solusinya buruk, melainkan karena narasi berpusat pada penyedia, evidence lemah, dan ask tidak jelas. Peserta membawa kasus aktual dan menghasilkan executive summary, proposal storyline, slide inti, serta Q&A map.

Business Challenges

• Proposal terlalu berpusat pada profil dan solusi penyedia, bukan decision context pelanggan.
• Masalah, insight, solusi, evidence, value, risk, dan commercial belum tersusun dalam argumentasi yang utuh.
• Slide dipenuhi teks dan data tanpa message title, visual hierarchy, serta satu pesan utama.
• Presentasi tidak memiliki clear ask dan belum mengantisipasi concern maupun pertanyaan pengambil keputusan.

Learning Outcomes

• Menganalisis audience, decision criteria, concern, political context, dan keputusan yang diharapkan.
• Menyusun proposal storyline dari situation, insight, solution, value, evidence, risk, hingga next step.
• Membuat executive slide menggunakan message title, chart yang tepat, dan evidence hierarchy.
• Menyampaikan presentasi secara terstruktur serta menangani objection dan Q&A dengan meyakinkan.

Learning Modules

1. Audience & Decision Context — Peserta mengidentifikasi decision maker, evaluation criteria, concern, political context, dan desired decision. Output: audience-decision brief.
2. Audience & Decision Context — Peserta mengidentifikasi decision maker, evaluation criteria, concern, political context, dan desired decision. Output: audience-decision brief.
3. Proposal Architecture — Peserta menyusun situation, complication, insight, solution, deliverable, evidence, value, risk, commercial, dan next step. Output: proposal storyboard.
4. Proposal Architecture — Peserta menyusun situation, complication, insight, solution, deliverable, evidence, value, risk, commercial, dan next step. Output: proposal storyboard.
5. Executive Slide Design — Peserta mempraktikkan message title, one-slide-one-point, chart choice, evidence hierarchy, dan visual simplification. Output: lima slide eksekutif.
6. Executive Slide Design — Peserta mempraktikkan message title, one-slide-one-point, chart choice, evidence hierarchy, dan visual simplification. Output: lima slide eksekutif.
7. Delivery & Q&A Simulation — Peserta melatih opening, signposting, time control, objection response, dan call to decision. Output: talk track serta anticipated-Q&A sheet.
8. Delivery & Q&A Simulation — Peserta melatih opening, signposting, time control, objection response, dan call to decision. Output: talk track serta anticipated-Q&A sheet.

Target Participants

Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager