Winning new business - an art or a science?
Gain a real insight into the approaches of winning new business and the effectiveness of developing a robust new business programme that includes:
The winning mentality
Understand the importance of a winning culture. See that second is nowhere. Find out why it is so important to win to maintain market equilibrium. Learn how to build up momentum and introduce a winning mentality.
Preparing a winning response
Fail to prepare, prepare to fail. Creating a winning strategy by keeping a balance between process and gut feel. Every tender response has a number of vital elements known as the '4 pillars' - we'll tell you what they are. How to get the core of the response right and make sure everything else will fall into place.
The importance of communication
How to manage the response and write compelling answers that really get attention. The best ways to communicate with the prospect before, during and after the tender process. What information you will be able to find out and the best techniques to use to obtain information to help formulate a winning response. How to talk their language.
Defining your winning formula
Become familiar with the process of creating a winning formula. How to create a compelling response that will stand out from the crowd, highlight client goals and how to tailor it to satisfy critical needs.
Retaining Business
Learn how to keep current clients satisfied whilst winning new business. Find out how to achieve customer intimacy. Discover the sure way to look after your customers so they renew the contract and don't go out to tender.
Day Two
Beating the competition
How to spotlight your strengths and differentiate yourself from the competition. Learn the techniques needed to determine how the customer really perceives the competition and how competitor strengths can be neutralised.
How to get on the short list
Getting through to the next round is an all-important skill. This is the time that the race really starts. Identify the crucial points that increase your chances of getting onto the shortlist and achieving victory.
Providing powerful presentations
Presentations have the power to win or lose business. Learn how to gain a major competitive advantage. Understand the importance of the presentation format and the preparation required to develop compelling presentations that tilt the result your way.
Developing a pricing strategy
The importance of following a defined pricing strategy. How to leverage your pricing strategy to achieve maximum results. Use your pricing strategy as an effective weapon whilst competing for new business.
Closing the deal
How to get past the final hurdle and move the client to a win/win situation.
Learning the lessons
You won't win every time. But you will win more business by learning from mistakes. How to introduce a Debrief Programme that really gets to the bottom of why you won or lost and the best ways to ensure that your organisation takes the lessons on board.