Tender Effectiveness - an Interactive Workshop

It's a measured fact that tender responses, when reviewed within certain guidelines, have an increased rate of success.  Without reviews or a decent bid strategy, some organisations experience 'prospect to win' conversion ratio's as high as 8 or 10:1 when in actual fact this should be around 3:1.

This workshop discusses how to recognise and qualify the tenders that should be developed and which ones to walk away from. It discusses the tender as part of the complete sales process.  

Useful for both the sales community and the procurement managers that have to evaluate the responses, this workshop flows from relationship building, through understanding customer needs, influencing thought trends to the emotional message delivered in the response.

The session is planned for a half day duration for up to 15 people and although starting with an agenda will take the direction required by delegates so that they can get the most benefit from it.

A typical Agenda...

• Sales strategy and qualification
• Relationships
• Influence
• Bid team build
• Bid team strategy and responsibilities

• Emotional content
• Accuracy of each answer to the question
• Flow and consistency
• Management Summary