Back to Blog

Transforming your Proposal Hit Rate

Wednesday 26th April 2023 - GMT

Proposals, Business Cases, Fee Quotes…

… call them what you like – but they tend to be one of two horrible things:

1. Too long – they take ages to write, usually written outside work hours, are boring to write, contain too much stuff; or

2. Too rubbish – people bang them out with no thought whatsoever. They aren’t tailored. They lack charm. They’re impersonal and unimpressive…

… and customers HATE both types!

One way to transform all this is to create a brilliant template. One that everyone must follow, every time. Why does this work so well?

Because, when people write a proposal, they never start with a blank piece of paper. Instead, they base it on something – usually, last time’s proposal.

(Weirdly, they often do this even if last time’s proposal LOST the sale! Not sure why they’d copy something that didn’t work?!)
Using a best-practice template helps guarantee best practice everywhere. After all, the only way to complete a best-practice template is if you’ve done best-practice selling beforehand – asked the right questions, and so on.

The best way to create this new template is to do what I call my 5Es:

1. Engage – engage with the senior leadership. We want culture change, so need their buy-in and sponsorship
2. Edit – the best people work together, to create the new template, using sales best practices
3. Educate – they then teach all their colleagues how to use this template, and the sales skills needed to be able to complete it
4. Execute – people then use this new template in every sale. To ensure they do…
5. …Embed – the leaders work hard to institutionalise the new template – and do so for as long as it takes – until everyone uses the new template every time

These 5Es are a great approach for embedding new ways of working. So…

Action Point
… how will you use the 5Es, to cause dramatic and lasting improvement to how you do things?

Back to Blog
Transforming your Proposal Hit Rate

We work with more than 200 leading Life Sciences companies including:

Working with Life Science Access Academy, our company love the variety of the many courses that are on offer. The hour long courses on specific subjects are really useful on Friday lunchtimes for our field teams and gain a lot of interest.

Life Science Access Academy are also super flexible and helpful when it comes to tailoring some additional sessions to our needs.

Marsha Gray, Training Specialist

Boehringer Ingelheim Ltd

We have been partnered with LSAA for several years now which has enabled our team members to develop their competencies and capabilities.

With over 700 learning modules, regular webinars on highly relevant topics across the UK, the opportunity to engage with expert speakers after events and regular blogs and newsletters, the platform is a highly valued resource at Ferring.

The team also provides regular usage statistics so we can understand the hot topics in Ferring and enable colleagues to share knowledge and experience with each other.

Paul Runeckles, Director of Execution Excellence


Frontier Medical has fully implemented, Life Science Access Academy allowing Sales and Marketing to utilise the system. Maximising on line learning for all remote staff stimulates a culture of self-development giving individuals the accountability and responsibility to broaden their skills set.

Life Science Access Academy training is topical and a good fit for the faced paced healthcare market.

Simon Warden, National Sales Manager

Frontier Medical Group

I have found the training via the Life Science Access Academy to be excellent and I know many of my colleagues have as well.

The content is always kept up to date and there is huge and interesting variety of topics covered. The site is curated in a way that makes it clear and easy to navigate. Also, the staff at Life Science access Academy are friendly and responsive and all the experts are always knowledgeable in their areas.

Richard Edmonds

Gedeon Richter Women's Health

The variety and relevancy of content brings value to many different roles across the healthcare industry.

I have also been overwhelmed by the way the Life Science Access Academy team have accommodated our own business needs, being sensitive yet responsive to helping us since its formation.

Robb Sayers, UK Capability Lead

ViiV Healthcare