There's nothing to fear in competitive dialogue - if you're prepared
Procurement processes are migrating from best price to best value and least risk. In this environment competitive dialogue becomes more significant. It is frequently used for complex projects or where the scale and scope of some elements cannot be clearly defined.
Clients are not out to trip you up or see whether you will crack under pressure. Competitive dialogue helps you explore your client’s needs and define a range of possible solutions. From these you can develop your proposed solutions in more detail. Is what you are proposing coherent and in line with client objectives? Have you thought through potential risks? Competitive dialogue will reveal the answers.
Your client will have objectives for competitive dialogue - so should you
The Bid Coach will help you plan and prepare. You can then use competitive dialogue as another opportunity to cement a positive impression of your team in the minds of your client. Know what you want to say and where and how you will say it! Our structured process will help you preempt critical questions and develop convincing answers.
Handled professionally, competitive dialogue will help you:
Gain significant competitive advantage.
Enhance the image and reputation of your team.
Build strong relationships with your client based on trust and mutual respect.
Explore and understand your client’s deep-rooted (and often unstated) needs.
The Bid Coach runs competitive dialogue workshops for any size of business in just about any sector. Small groups are coached to ensure that your people perform effectively as individuals and as a team. Your workshop will be built around your needs and the particular bid or tender process you are engaged in. Take the uncertainty out of competitive dialogue. Call the Bid Coach on (01963) 240555.
“Hugh’s competitive dialogue coaching was highly effective for our organisation. His supportive approach helped take people out of their comfort zones and take on challenging tasks and role-plays in a positive way. The team was unanimous in saying that the coaching was an excellent preparation for competitive dialogue and enabled them to approach the process with significantly more confidence. As an organisation and as individuals we feel that we have taken major steps forward with our capabilities for handling tendering opportunities that involve competitive dialogue. Hugh’s coaching style is engaging, relaxed and yet highly professional and I recommend his services without reservation.”
Dr Nick Shaw Head of Strategic Solutions, Vinci FM