Cold Goose Metal Works Inc. is a small firm, and several of its managers are worried about how soon the firm will be m, able to recover its initial investment from Project Alpha's expected future cash flows. To answer this question, Cold Goose's CFO has asked that you compute the project's payback period using the following expected net cash flows and assuming that the cash flows are received even throughout each year. Complete the following table and compute the project's conventional payback period. For full credit, complete the entire table. The conventional payback period ignores the time value of money, and this concerns Cold Goose's CFO He has now asked you to compute Alpha's discounted payback period, assuming the company has a 9% cost of capital. Complete the following table and perform any necessary calculations. Round the discounted cash flow values to the nearest whole dollar, and the discounted payback period to the nearest two decimal places. For full credit, complete the entire table. Which version of a project's payback period should the CFO use when evaluating Project Alpha, given its theoretical superiority? a) The discounted payback period b) The regular payback period One theoretical disadvantage of both payback methods-compared to the net present value method s that they fail to consider the value of the cash flows beyond the point in time equal to the payback period. How much value does the discounted payback period method fail to recognize due to this theoretical deficiency? a) $3, 504, 802 b) $1, 939, 656 c) $1 486, 453 d) $5, 421, 307

A proposal finalises the sales process, it doesn’t begin it. Ideally, you should NEVER put a proposal to a prospect without having a conversation first.

Let’s say you get a request out of the blue to provide “some information”. What do you do? What you don’t do is just send some information as requested.

Step 1 - Diagnose

You pick up the telephone, call the person, and ideally arrange a meeting to ask more questions. Questions such as:

• what are you trying to achieve? what are your objectives?

• what are the issues you are currently facing?

• what have you tried before?

• what has led you to thinking this might be your solution?

• what are your constraints?

• what is your timeframe?

• what is your budget?

Step 2 - Plan

Look for areas where you can add value. Can you position a better product, a better way or a better price construct to give an outcome superior to the one they are thinking of? Aim to be as helpful as possible. Even if you just give advice and don’t win the work, they’ll think of you again.

If possible, give your prospect two or three options that fall within different budgets. You never know what funding they may have available to them, and you’re leaving money on the table if you give them one choice to either accept or reject. When provided with a good, better, best structure, most people tend to fall in the middle.

Step 3: - Socialise

Then it is a good idea to socialise your proposed solution with the person. Get their input, buy-in and feedback on the various options and let them select the one that works best for them.

Step 4: - Write

Lastly, put the information into writing, in a proposal.

Step 5: - Deliver

If you can, deliver a draft proposal in a face-to-face meeting and walk them through what you are thinking. Again, get their input, buy-in and feedback.

Step 6: - Close

Then send them a final proposal, with all your agreed points. If you make any changes from what was agreed, go back to them and let them know.

I hope this helps.