The Winning Bid, 2nd Edition

09

It’s good to talk

Influencing and persuading throughout the process

THIS CHAPTER COVERS:

•  Understanding your starting position

•  Building understanding and influencing the buyer and other stakeholder groups

•  The face-to-face session: preparing for the final presentation

Much of this book has been concerned with the planning for and creation of the written submission in the bidding process. But, however good your written submission, it’s unlikely that you’ll ever win a bid competition without some level of dialogue with the customer. In this chapter we look at the importance of building a relationship with key stakeholders within the customer’s organization before, during and after the bidding process. If you can build trust, understanding ...