Wednesday, May 5, 10:45 - 12:00	view all sessions this time
Bankers	view all sessions this track

705-Creating Winning Treasury Management Proposals

Prospects evaluate proposals according to THEIR rules, so it is imperative that you understand their criteria. The most successful and compelling proposals focus exclusively on the needs and desired outcomes of the prospective client. While it is harder to do, customizing proposal information is essential to articulate a solution, gain credibility and WIN. There IS a way to standardize customized information for your prospect proposals and minimize resource constraints when a proposal comes due, through a commitment to planning and preparation. If the appropriate amount of time and coordinated effort is spent UPFRONT to understand clients’ business and needs, to ensure a match between service provider and prospect, gain champions within your and the prospect environment, understand and articulate provider differentiators, and build and maintain a knowledgebase, proposal generation efforts can be reduced significantly and customized work product can be standardized for use across multiple proposals.

Learning Objectives:
	Garner the most relevant information from a prospect and other sources that can be used to formulate an effective response and solution--to ensure a WIN.
	Construct and maintain a knowledgebase to standardize custom proposal design and content
	Work with internal partners to ensure the integrity and delivery of proposal information and gain champions within the organization AND learn how to increase win rates by proposal!

Laurel Egan Kenny, Turningpoint Communications Laurel Egan Kenny is President and CEO of Turningpoint Communications, a full service, strategic marketing communications firm for financial services companies at a turning point. The firm specializes in promoting her clients' thought leadership through strategic communications and events and in media and communities they serve. Before founding her company, Laurel led Marketing Communications teams for large, global, Boston-based, financial services companies: State Street Corporation and Sovereign Bancorp. Career accomplishments for which she is particularly proud were: ·   Founding member of a high growth entrepreneurial wealth management organization and driving assets under administration from $0 to $150 Billion in one year. ·   Increasing commercial cash management win rates by 900% through acting in direct alignment with sales officers’ objectives, creation of a deal review team, implementation of new proposal system and knowledgebase, and a complete overhaul of marketing and sales communications documentation and processes. . Laurel holds an MBA, MS and BA, all from Simmons College, Boston.  She is a Board member of TMANE, President of the Marshfield Chambers of Commerce, member of the Downtown Women’s Club, Boston Women Communicators, and South Shore Chamber, among other groups.  She enjoys presenting to varied audiences on a number of topics.  She is also very active in her community and Alma Mater and holds several Board positions.