WIN YOUR NEXT TENDER !

Is it real and can WE win it?

Your Bid-No Bid meeting will confirm the opportunity is real, it’s worth winning, and that you have the resources to bid it and deliver it.
You can develop a unique value proposition for the client.
This will differentiate you positively from your competitors – assuming you know them and what they are likely to offer.
You can meet the client’s stated requirements for capability, quality, timescale, price, and risk.
Your bid will be well written and confirm your authority and professionalism.

So, you conclude you have a good chance of winning it. Yes?

Score 10/10 for the above and add your superior product / solution / service. But is this enough to make you the winner?
Yes! that’s what we’ve been led to believe.

Reality is often different

We lose the ones we thought we shouldn't and, perversely, sometimes we win the ones we shouldn't.

How does that happen?

Winning isn't that simple.

Experience taught me

... after every contract decision, won or lost, always have a meeting with the client to understand how that particular decision was arrived at. I say how and not why deliberately, because you need to know:

what causes you to win

and what causes you to lose.

Winners are always learning

To learn these facts depends on how well you conduct this meeting. Do it right and you get to the truth – the real reasons why the winner succeeded. Otherwise you get a plausible set of reasons, but not the real ones.

Attitude and questioning technique at this meeting are key to finding out. These are key aspects of Relationship Selling.

This is what you will learn

Key/Major Account Managers who practice Trust-based Selling* completely understand this. Those who don’t find out the hard way.

* Charles H Green is recognised as the thought leader and driver of putting TRUST at the heart of doing business. His books - The Trusted Advisor and Trust-based Selling - explain why and how. If you’d like a 4-page summary, I can email you Trust-based Selling.pdf from my Contact page.

Become the one they TRUST

... is how you will beat the best.

If you can learn this, you will understand winning.

Go to my Contact page and request 10 trust generating ideas DJ.pdf

Reading this is a start to you being on the right track.