The session is all about how to find, choose, and respond to tenders. We start by looking at how we find new business. When should a company pitch and, equally, when should it not?
The group then moves on to discuss the importance of preparation, what we mean by a DMU, and how to research them.
We return to the key theme of the courses: creating value, in this case for every member of the DMU and the people they represent.
It’s very different working with the public sector or third sector, so we spend time exploring the difference and seeing how it affects your pitch.
The morning then looks at pre-pitch questions and meetings, tailoring your pitch, providing evidence, drafting your response, and what to do on the day.
We end with follow up. What do you do when you win? What is the role of feedback if you lose?
Who Should Attend
Owners, directors, and sales managers who want to spend less time pitching and more time winning.
What You Will Learn
How to find new business
When not to pitch
Why preparation is everything
How to pitch
Please note that eligibility criteria is applied to attend this workshop and only one delegate per business can attend