Are your pitches to potential clients 100% perfect? Is there absolutely no room for improvement? Yes? In that case, sorry to bother you. Please just get on with your day.
Great, now I’m just talking to businesses that aren’t deluding themselves. If you’re still here it’s because you at least suspect that your bids, presentations and proposals don’t hit the bullseye on client expectations every time.
The question now, is what to do about it.
If some is good, more must be better, right?
If your presentation content is built with the idea of giving as many reasons as possible why your client should choose your business, you are going to be in trouble. In fact you’re probably already in trouble even if nothing changes.
People have a limited capacity to absorb information, even from the most invigorating and stimulating presentations. Clients who are possibly on their fourth or fifth version of the same presentation but with different supplier logos are likely to have even less capacity.
In any competitive situation, whether it’s sport or business it’s impossible to succeed without these 3 factors: having the most effective team, playing to the rulebook and sticking to your agreed tactical approach. And this is never truer than when Competitive Dialogue is used in the bidding process.
I have many years of senior sales and account management positions.
This experience taught me how to interpret exactly what clients are seeking, and what they need and expect to see and hear from the successful bidder. We draw on this experience to give your team an additional competitive advantage by building on their existing strengths while improving their team-working and self-awareness.