Not Getting The Deal? Do This One Thing
The biggest mistake people make when pitching for the deal is to think their offer stands out.
I get it. You’ve spent months and months crafting this offer.
Let me ask you a question: Does everyone who pitches for the deal get it? NO. In fact, you could have the perfect pitch and still not win the procurement process.
So how do you come out on top? You need to know that the client isn’t making rational decisions based on value. They are making their decision based on:
Instead of concentrating on ‘how’ and ‘what’, to get the deal, we must shift the focus to ‘why us, not them’ in order to win.
So if you want to REDUCE your chances of winning the deal, you can continue to make the same offer everyone else does OR you can shift the conversation in your favour and INCREASE your chances of winning the deal by really understanding how the process works.
Was this article helpful? Give me your key takeaway in the comments. ??
Senior Associate I Marsh McLennan (Mercer) I PILOT Team
1 年I love the box analogy and how you manage to explain something complicated in a simple way. The dose of humour and gentle voice make it even better (some presenters are much too serious and speak too loud and fast!).
Director at KT & Associates
1 年Agree 100%. Same applies when you apply for a job. A life-changing lessson I learnt from you Nicci that I share time and time again with my clients on the other side of the world…with thanks.
Associate Professor, Vivekananda Institute of Professional Studies TC I Advisor, Infinite Sum Modelling (ISM), USA
1 年True that!
Brilliant as ever Nicci, BREXIT was a box and they sold it only recently has the lid been opened because of the stranglehold of right wing media. The investment bank where Rishi Sunak worked has told us BREXIT has been a disaster
Serving global clients who want to get the best from Mercer I Bringing outside in I Global Relationship Management I Global Relationship best practice sharing
1 年thanks Nicci - the why us is absolutely critical to stand out in a crowded 'room' with similar solutions - but not up front on a slide (as some believe) but woven in throughout the discussion in a meaningful way!