Impart specialises in supporting organisations to execute business development and bidding best practice. We not only help our customers win more business, but also win better business.
People buy from people
This old adage is just as true today as it has always been. Whilst public (and many private) sector organisations use formal tender processes to procure goods and services, the development of strong customer relationships and consultative selling remains an integral and vital part of any winning strategy.
Winning bids and tenders
A strong compliant bid is just one piece in a much larger jigsaw. As long as people are involved in evaluating tenders their preferences, opinions and emotions will continue to influence contract awards.
Successful organisations recognise that a customer’s procurement process is the last stage in a much broader and longer sales engagement. After all, you are probably one of a number of bidders, all of whom are claiming to provide the best value for money solution. If the customer doesn’t already know you and like you, understand what you’re offering and want you to win, then why would they pick you?
Although most organisations understand the benefits of proactive selling, many struggle to do it consistently. Fewer still appreciate the impact that human nature has on tender evaluations and the importance of producing responses that appeal to the evaluators’ hearts and minds.
So if you aren’t achieving the level of success you would like or you have a “must win/can’t lose” opportunity approaching, why not get in touch to see the significant impact a small investment in our specialist skills can make.