For internal use only
Printing is allowed.
Scope of disclosure: Hitachi Group
It has become clear that proposals based on Hitachi's starting point or system starting point are no longer resonating with customers. To continue achieving success, it is crucial to engage in proposal activities that address the specific challenges of customer management and operations.
Nevertheless, many people may be wondering, "How can we identify the customer's interests?" or "What exactly does a proposal centered on the customer's benefits look like?"
In this seminar, we are pleased to invite David Gray, a leading expert from the Association of Proposal Management Professionals (APMP), a world-renowned organization specializing in deal acquisition through proposals and presentations. David will explain the standard processes for proposal activities that focus on the customer's interests and introduce practical skills essential for successful proposal management.
Furthermore, we will introduce methods for efficiently collecting and organizing customer and competitor information using generative AI, as well as proposal designs required for "customer-centric proposals."
Please note that the proposal design utilizes templates and efficiency tools developed by the Creative Proposal Center (CPC) in accordance with the "New Brand Guidelines" released by the Global Brand Communication Unit (GBC) in April 2025. This approach ensures that proposals are both effective and engaging, while protecting the Hitachi brand.
We look forward to welcoming everyone to this event.
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Bid Excellence Director at Mitie Past Chair at APMP David Gray A distinguished member of the APMP, he is an expert in proposal management and business development. For over 20 years, he has promoted industry best practices and helped optimise the proposal process. |
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Ambassador of GenAI Director of Front Support Center, Excective Strategy Unit Tomokazu Oyama After joining Hitachi, he has been engaged in sales business reform and the establishment of new businesses in the consulting division. Currently, as the coordinator of the project for the thorough utilization of generative AI in the sales department, he is promoting initiatives such as giving lectures, accumulating knowledge, managing internal communities, and developing human resources. |
| Date （JST/Japan Time *UTC/Universal Time Coordinated） |
Event Format | Capacity | Registration Deadline (JST) (* UTC) |
|---|---|---|---|
| July 4, 2025 3:00pm-5:10pm(JST) July 4, 2025 6:00am-8:10am(UTC) |
Online | 1,000 | July 1,2025 11:59pm(JST) July 1,2025 2:59 pm (UTC) |
| No. | Agenda | Content | Time | Speaker |
|---|---|---|---|---|
| 1 | Opening＆Introduction | Introduction of CPC and explanation of the positioning of this seminor | 3:00pm-3:10pm(JST) 6:00am-6:10am(UTC) |
Hitachi Academy,CPC |
| 2 | World-class proposals: techniques that increase the probability of winning | The necessity and effectiveness of clearly defining the value of a proposal, making customer benefits the focal point and setting out specific methods for achieving this, based on speaker's experience. - The importance of custmer-focus in proposal - Identifying customer'hot buttons' - Developing win themes and a value proposition - Articulating your UPSs and the importance of discriminators - Leading with benefits |
3:10pm-3:50pm(JST) 6:10am-6:50am(UTC) |
David Gray |
| 3 | Generated AI techniques for ready-to-use proposals | GenAI Ambassadors will introduce methods for efficiently collecting -and organizing customer and competitor information using generative AI. They will cover: - Prompts to organize customer interests from customer interview notes - Prompts to organize competitive information from external sources, etc. |
4:00pm-4:30pm(JST) 7:00am-7:30am(UTC) |
Tomokazu Oyama, Shuichiro Soma |
| 4 | Proposal template based on the new Hitachi brand guidelines | How to write a proposal (executive summary) that clearly communicates a "customer-centric proposal" at a glance. - Structure of a proposal (executive summary) that communicates effectively - Key points for effective design - Examples of executive summaries - Proposal template and efficiency tools aligned with (GBC) guidelines |
4:30pm-5:00pm(JST) 7:30am-8:00am(UTC) |
CPC |
| 5 | Closing | - | 5:00pm-5:10pm(JST) 8:00am-8:10am(UTC) |
Hitachi Academy |
* Please note that sessions may start earlier or later depending on the circumstances of the day.
- All employees of the Hitachi Group
The seminar will include sessions in both Japanese and English, with interpretation available in both languages to accommodate participants' preferred languages. The Webex translation feature will also be available.
No Charge
- If you use HiNEXT(Hitachi University), please sign up from the following link.
https://www.myworkday.com/hitachi/d/inst/1$17815/17815$24213.htmld
* If you are asked to log in to HiNext after clicking the link, please log in. You will be directed to HiNext's top page. Clicking on the link again will direct you to the registration page.
* If there is any issue with reaching the registration page, you can also search using the course ID: 90444.
* Please note that this seminar will be provided online only even thouth the system shows "In-person" in Delively Mode or other boxes.
- If you do NOT use HiNEXT(Hitachi University), please sign up from the following link.
https://forms.office.com/r/q7ZnEK5qwt
* Please note that if you apply through Forms, you will not get any attendance record.
* Once you submit the registration form, an invitation from Webex (online access information) will be sent and the seminar schedule will be registered on your outlook calendar automatically by one day prior to the event. If you do not receive the invitation, please email to < gr-seminar.hiac.fu@hitachi.com > Hitachi Academy Co., Ltd. Secretariat of 'Hitachi group seminar presented by DSS'
* No need to report to Hitachi Academy after the deadline if you cancel the registration.
Seminar materials will be posted soon when they are ready
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