Post on 15-Jan-2015
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How to simplify your Bid / No Bid Decision
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Are you serious?
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Sometimes it takes a loss to force you to sharpen up
Don’t make the same mistakes next time
Learn how to improve your bid response so that it can be evaluated AND down-selected for negotiation!
Make sure you Learn – WHY!
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The cost of bidding is NOT cheap It can add up to a considerable sum!
You need to spend bid money wisely
Consider the cost
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Ask the easy question!
“ Do we know how the customer will evaluate?
Provide good reasons WHY you need to waste any money on
bidding
OR No Bid
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Ask the easy question!
Provide really good reasons WHY you need to waste money on
proceeding to bid
Else No Bid
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If the answer to the question….
“ Do we know how the customer will evaluate?
is
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Are we able to stand out from the competition?
Why will the customer choose us?
Assess competitive position
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Assess win strategy
How could we lose?
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Don’t leave your run too late!
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Ask yourself…………….
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Do you need “a game changer”?
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Improve win rates
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Ask the hard questions
Copyright © 2014 Rob Harmer Consulting Services Pty Ltd All Rights Reserved Worldwide
Read the full article on LinkedIn
2nd place means Silver……. or does it?
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