CONSULTATIVEPROPOSINGSTRATEGIES
The Profit Improvement Proposal (PIP) is the original value proposition. In order for vendor sellers to become consultative sellers, the proposal process must be transformed from a passive-reactive bid based on price and product specifications to a self-initiating offer of the value of improved financial specifications for a manager’s performance.
PIPs are adapted from the standard internal appropriations requests of customer businesses. They equip consultative sellers who are outsiders with an insider’s tool to petition for funds by proposing to return an even greater amount of funds than they petition for: $1.50, for example, returned for every $1 funded.
A closed PIP is a receivable. It proposes a positive cash ...
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