Bid Response
Navigate the bidding battlefield from qualification to closure with clear value communication, reliable estimations, competitive pricing, and win-win negotiations for a prosperous partnership.
Responding to tenders and negotiating the deal’s terms with your customer can be challenging and complex. You have to deal with a load of requirements, understand the needs of multiple stakeholders, consider known and unknown decision criteria, understand your competitive position, communicate the value of your solution clearly and convincingly, and offer the winning price. And you have to do all this under tight deadlines and high pressure.
With over 10 years experience in B2B Sales and Business Development in complex environments I can support you throughout the entire bid response and sales negotiation process, from qualification to closure.
In close alignment with your management, legal, finance, delivery, and operational representatives, I bring in my expertise, best practices, and tools to provide guidance and hands-on support for:
Qualification | Assessing the opportunity, the competition, the budget, the compelling event, and your unique selling points to facilitate a conscious decision whether to bid or not, and how to position yourself for success. |
Bid Management | Orchestrating the bid response team, align with internal stakeholders, and manage the bid timeline and deliverables. By tracking the contribution and handling effectively risks and issues we ensure a consistent and compliant response. |
Value Messaging | Identifying the customer's key needs and the relevant aspects of your solution to sharpen and tailor your value proposition for different stakeholders and audiences. This way, the value of your solution will be communicated clearly and convincingly in documents and presentations. |
Commercial Modelling | Reviewing and challenging your estimations and the deal’s P&L, looking for realistic potentials to reduce your internal cost, to slice the scope to phases and optional items, and to propose alternative business models or benefit mechanisms. This will not only gain flexibility for the commercial negotiation while remaining able to deliver the business successfully and profitably, but your commercial flexibility will be a benefit to your customer and a differentiation for your offer. |
Sales Negotiation | Preparing and executing the sales negotiation, by assessing your own red lines and exploring the customer's priorities and flexibility. To come to a win-win deal we will identify and evaluate scenarios and alternatives. Out of the negotiation important guardrails for the contract will be set. |
