Information Highways

Win Big Deals

You want and need to win more enterprise business. You start achieving this when you fully understand the customer value opportunity, assemble an end-to-end solution, present innovative economic and pricing options, and prepare a clear, precise proposal that is directed at enterprise decision makers. Based on an analysis of enterprise decision making, projects and information gathered from business and IT executives, this briefing offers an approach to winning big deals that goes beyond selling a product to working with customers to find solutions to their big gnarly problems.

Joe Molnar has more than 25 years of experience as a business and IT executive at CIBC, Nortel Networks and Xerox, and now as a consultant, working on a large number of enterprise scale projects for 10 large cap companies and government. His specialties are executive engagement and business and technology strategy. Mr. Molnar is Chair of the Dean’s Advisory Board of the Faculty of Information Studies at the University of Toronto, and is on the Advisory Board of Information Highways. He is a graduate of Carnegie Mellon University and the University of Toronto. Joe’s favourite project has been leading the Connected Enterprise initiative at CIBC

Joe Molner, Eastcurve Inc,
January 16, 2003