For me, though, the big interest was in the psychology of the voting public. What was it that made them decide that Bradley Wiggins was more deserving of the title than Jess Ennis, Mo Farah or any of the other outstanding performers? Must have been more than just the sideburns!
The whole issue of understanding the characteristics of winners is something that I spend a lot of time helping businesses to understand. So often it is the perception that you create that marks you out as the organisation that deserves to win a contract. So much of the tendering process is about how you create that winning perception: the words you use in your tender document and how you present yourselves every time you have contact with the decision makers.
Be Confident, Be Clear
Normally you will have identified a small number of key reasons why you should have the contract as opposed to a competitor. Take every opportunity to repeat and emphasize these points.
So much also comes down to presentation. A well-structured presentation that focuses on the client’s most important issues, and is delivered with confidence, makes life easy. The client doesn’t have to struggle to understand your proposition or how it relates to their needs. The way you conduct yourself during the presentation and in meetings will go a long way to giving the client confidence that you are the right people for the job. Self-confidence breeds confidence, and enthusiasm breeds enthusiasm.
If you’re suffering from a low success rate on your bids and tenders when you meet all the technical requirements, it’s probably time to consider what you are doing to create the impression that you deserve to win.
I am a director of The Bid Coach and help people from businesses of all sizes to deliver more persuasive presentations and win more contracts through bids and tenders. To find out how he can help you or your team call him on 01963 240555 or visit www.thebidcoach.com