Winning Bids and Tenders with Richard Williams

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Work Winning Ways

Gary Williams

24 episodes

7 months ago

Work opportunities with the right kind of clients, Winning those opportunities into the right kind of fees, Ways to retain those clients for the long-term.

This podcast is aimed at anyone who sells business to business services, whether you are an owner or Director of an SME professional/engineering consultancy or someone in a larger firm who has to win work as part of your job, this is for you.

We speak to business leaders and those ‘at the front line’ in the world of construction, engineering consultancy and law and ask them to share their experiences and ideas about what works, and what really doesn’t when growing a professional services business. We discuss strategies and tactics including how to motivate ‘reluctant’ sellers to engage in work-winning thereby unleashing a large, previously hidden salesforce.

There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.

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All content for Work Winning Ways is the property of Gary Williams and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Work opportunities with the right kind of clients, Winning those opportunities into the right kind of fees, Ways to retain those clients for the long-term.

There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.

Hosted on Acast. See acast.com/privacy for more information.

Management

Technology,

Business

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Winning Bids and Tenders with Richard Williams

Work Winning Ways

49 minutes

3 years ago

Winning Bids and Tenders with Richard Williams

How do you make your business proposals stand out and stick in your clients minds? This week on Work Winning Ways Gary brings you a module from the Questas Academy hosted by Richard Williams all about winning your bid. Listen in to this recording of the live seminar and don't forget to sign up for the Questas Academy in the link below.

KEY TAKEAWAYS

The first thing you need to do on day one of your bid is to read the question. Are you actually able to bid on this project? Does the timescale work for you? Are you sure you're the right fit? Because if you're not the right fit then you're just wasting time.
The second most important thing is to set a winning bid strategy. Think, how do we deliver the best bid in the time we have, and how do I best position myself to win the bid.
Structure that proposal document appropriately for that bid. Make it look great and bea easy to read.
Use everything you can through writing that brief to make it clear to the client that you are the obvious choice.
Be very clear about the objectives, who is handling it, and when it needs to be done by.
Get people involved early on, don't leave it until half way through the bid to get input from the people who will be involved.
The RFP tells you what the client wants, you have to answer those questions. There are always other things that matter to the client. Understanding what really matters to them can help win a bid.
Have an executive summary on page one of your proposal.
Start with you talking about the problem they have, this shows that you understand it. Then tell them the things that you will do to solve their problem and exactly how you will go about it.

BEST MOMENTS

‘Just like on an exam, read and re-read the question'

‘Treat your bid like you would a project'

‘More words is not necessarily better'

EPISODE RESOURCES
Questas Academy

ABOUT THE HOST

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.

http://linkedin.com/in/garyquestas
https://www.questas.co.uk
Instagram: @bdcoachinghub

Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/

This show was brought to you by Progressive Media

Hosted on Acast. See acast.com/privacy for more information.