Win Business

My favourite kind of email ‘We have been awarded the XYZ contract for the next 5 years.’

A great tender document is not enough – you also need to be able to pitch your business.

This is the 2nd major contract I have helped this company win. These contracts bring millions of dollars into the company, future proofing their organisation and enabling them to scale.

Here are five things to consider for your next pitch

1.????? It’s more than money

Everybody will tell you they want the cheapest price but it’s not true.

There are elements that are more important than cost.

Some examples are:

• Safety
• Reliability
• Availability
• Efficiency
• Ease

2.????? Don’t assume

Whenever there is hesitancy or resistance get curious. What is happening behind the scenes? Why are they asking these particular questions? Do you have a complete understanding of their wants and needs?

3.????? Bring out the tradies

People think they have to bring the most senior people in the pitch. And certainly, having the CEO there can add a bit of clout. But it is also important to bring out the people that will be doing the work. Having one of your hands on team there to talk through the specifics of a project and share their experience offers tremendous reassurance for the client.

4.????? Seek alignment

‘People buy from people that they like know and trust.’ Is a tried-and-true adage. What are the organisations mission and values that you can align with? Have you worked successfully with similar organisations? What testimonials do you have to support this?

Ultimately the client wants to reduce risk and reassure themselves that they have made the right choice in choosing you and your organisation. Demonstrating that your company aligns with theirs offers this reassurance.

5.????? Know your value

What makes your company, product or service unique? What benefits do you offer over other organisations? And remember the person that decides what is valuable is the client! (Refer to point 2)

I love helping businesses communicate their value - Reach out if you want to chat.