CATEGORIES:
Five tips for cementing your company, your service or product, and yourself in a prospect’s mind, long before the formal bid phase:
1. Source credible, neutral information; content from reliable, independent sources. Buyers value pertinent information that’s truthful and unbiased.
2. Seek out research and benchmarks. Give them solid, independent data they
can use to make a case to their stakeholders.
3. Curate it carefully. Don’t do a data dump. It won’t impress them. It risks annoying them, with otherwise valuable material. Show them the full extent of your intelligence by excerpting and quoting in accordance with their needs and issues.
4. Give them news they can use: tips, techniques, independent evaluations, feedback from users that you’ve found elsewhere than your own marketing department.
5. Source case studies that feature peer organisations making similar procurement decisions or employing similar procurement methodologies. Help buyers see products and solutions in the context in which they will be rolled out in their own environments.
It’s about showing your integrity, your diligence, and your understanding of
their world,
their vision,
their experiences, and
their issues.
BID COMMANDOS
On-Target Strategy for Mission-Critical Bids
(Training Program)
BID COMMANDOS is my "blockbuster", comprehensive, 11-module training program.
It's intricately formulated to ensure your team excels at every stage of a formal bidding process - from the initial bid/no bid analysis, through research and intelligence-gathering, through the strategy development and documentation process, through strategic and compelling writing and competent editing, and on through the shortlistee presentation stage, right through to optimisation of client de-briefing session/s.
BEATING THE BIG BOYS AT BIDS
(Training Program)
Capitalise on the natural advantages of being a smaller, more agile - and potentially, more aware - operator than your corporate competitors.
A five-module learning experience available for delivery in tandem with your team's efforts as you prepare for, and participate in, any pursuit during which your enterprise is competing with larger or higher-tier organisations.
