For you suppliers out there, you want to know how to win business in the recovering economy? Good, then follow these three pieces of advice:
- Ensure you understand what the buyer is looking for – ask clarification questions, read competitive documents carefully, review the evaluation criteria – this will give you insight into how the decision will be made. Don’t just focus on the requirements as there are other areas of a competitive document that give clues as to what the buyer wants.
- Provide a high quality response – you may not win the first competition you enter, but if you submit a quality proposal, the buyer will remember some elements of your proposal that will put you in better stead for next time. A client of mine chose someone else for the initial strategy work they needed, but liked the strength of my implementation recommendations in my proposal so awarded me the implementation piece which was much more lucrative and long-term.
- Use your debrief sessions – always request for a debrief session when you do not win the business. This will help you gain insight as to what areas of your proposal need to be strengthened and gives you an opportunity to strengthen your relationship with the buying organization.
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