3 Steps to Get Your Data to Stand Out and Be Remembered
Marsha Lindquist
Strategic Pricing? at Granite Leadership Strategies Inc., CPP APMP, APMP Fellows, NCMA Fellow
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Volume 22 - Issue 8???April 17, 2024
The Gov Con Expert
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Hello!
Win rates are on the rise.?Historically, our survey results told us that nearly 20% of Gov Cons had a win rate of greater than 50%. Now we are seeing that over 40% of Gov Cons are experiencing a win rate above 50%. Business development is the focus of Secrets of Strategic Pricing for Government Contractors. Check out the article below for more on Government contracting business development pricing.
3 Steps to Get Your Data to Stand Out and Be Remembered
How do you?prove?that you have the best idea or solution?
You say over and over that your solution saves money. But what does that mean to your clients? A dollar a month? A thousand dollars a day? Is it significant enough for them to invest in your solution and change their current corporate process? They want and expect you to prove your claim, so what is the best way to do this?
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Step 1: Provide Real-world Data
One of the simplest ways to sway your audience is to back up your assertions with?real?numbers. To show how your solution saves money, you could provide a spreadsheet that compares your solution’s costs to the current solution based on research conducted by a reputable resource. Unfortunately, spreadsheets can be difficult to digest and are far from memorable and compelling. Look at the following example. Is this the fastest way to analyze data?
Mike Parkinson is an internationally recognized visual communications expert, one of 36 PowerPoint MVPs in the world, and an APMP Fellow. As principal at 24 Hour Company , he has spearheaded multi-billion dollar projects and created thousands of graphics resulting in billions of dollars in increased revenue for our clients.
Thanks for reading my #1 best-selling book, Secrets of Strategic Pricing for Government Contractors.
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Strategic Pricing? at Granite Leadership Strategies Inc., CPP APMP, APMP Fellows, NCMA Fellow
7 个月Always show the data but make it easily digestible in a few seconds. A visual that quickly gives the story is best.
Proposal Development | Growth Executive | Capture Management
7 个月If Mike and Marsha agree, my ears perk up.
Bid Forensics Consultant, Capture/Proposal Manager, Volcanic Geologist, US Army (MI) Veteran
7 个月That's a great idea. Show the customer data that proves your solution has saved a client money.