| Implementor’s pitches/tenders
module can streamline your approach, saving you time
and money and, more importantly, can significantly improve
your win rate. We have years of experience in the tendering
process, advising a range of businesses.
The pitches/tenders module is deliberately designed to
be flexible; you can choose any of the elements of our
service to meet your specific needs. In some cases,
we have worked with organisations to review their existing
process and implement improvements. In other cases,
we work with the in-house team to respond to individual
tenders; advising from the receipt of the tender, through
to the successful shortlist and presentation.
Module elements
Audit to review the effectiveness of current
processes:
» analysis
of win rate
» review
of client information
» review
of presentation materials
» interviewing
key team members
» interviewing
a few prospective clients on tenders you've lost
Getting on the pitch list
Evaluating opportunities
Running the tender process:
» identifying
the team
» researching
the prospect
» initial
meeting with the prospect
» pricing
your services
Writing a tender:
» boilerplate
clauses
» tailoring
your approach
» identifying
key features and benefits
Design/layout of documentation
Handling presentations:
» presentation
materials required
» rehearsals
» open
questioning
» active
listening
» overcoming
objections
» closing
techniques
Follow-up (to probe the validity of the reasons given
for failure)
Debrief of the internal team
|
