Presenting Internal Proposals™
Building a Business Case to Gain Support From Internal Stakeholders

Program Benefits
As large account sales become increasingly complex and the stakes go up, sales representatives must create more value for their clients at many different levels. To differentiate your products in a commoditized marketplace, you must be able to sell the capabilities of the whole company, not just the product. This usually requires an investment in company resources outside the scope of the normal budget, including new marketing tools, additional staffing, or more money. Sales representatives must be able to effectively demonstrate the value of these investments to the internal stakeholders who have the power to authorize them and act as a customer advocate internally. Participants in Presenting Internal Proposals™ learn to:

• Combine the knowledge and skills acquired in prerequisite courses with the knowledge and skills of Presenting Internal Proposals™ to build and present balanced business cases
• Use the Stakeholder Roadmap, Decision Cycle, Decision Roadmap, and Internal Support Application Planner to formulate and advance balanced business cases
• Present a balanced, credible business case to internal stakeholders so the company’s business imperatives are advanced
• Develop and obtain support for business solutions and/or recommendations that build shareholder value through increasing sales and customer value in all three dimensions (Clinical, Pharmacoeconomic, and Organizational)

Program Description
While taking part in Presenting Internal Proposals™, participants have opportunities to apply learnings to real situations in their own accounts. In this workshop, participants learn:

• How priorities and values differ between business functions and roles, and how to position their business case in a way that clearly aligns with each function’s goals and priorities
• How to balance what is good for the client with what is good for the company
• The power of identifying an internal sponsor and equipping that person to champion their business case through the proper channels inside their own organization

Implementation and Customization
Presenting Internal Proposals™ can be presented to groups of four to 100. Most exercises are built around participants’ actual accounts to provide an opportunity to apply the learnings immediately to real-life situations.