Enterprise companies can be a great source of business for small businesses. However, winning bids from these companies can be difficult. In this blog post, we will give you some tips on how to increase your chances of being awarded the contract.
One of the most important things you can do is to make sure that you have spoken with the key stakeholders to truly understand and agree with them what outcomes they are looking for and challenging them on their thinking or bid document. Often the Bid document or RFP is written by a competitor or by an internal stakeholder who isn´t clear on the implications of what they have written. So, this is a key area to explore with them and change the dynamic in your favour.
Building relationships and trust through the process is key. The Salesperson leading the process should act as the facilitator in the process engaging with the key stakeholders of the enterprise and ensuring that the relevant subject matter experts and introduced through the process so that key relationships are established, and relevant, engaging and challenging discussions are held prior to the submission of the bid.
Preparation is always key. Work with the bid team and make sure that any engagement or meeting with the enterprise has been planned and thought out, with roles established.
When preparing the document ensure that it is written in simple English and is clear about what you are proposing, why you are proposing what you are, the value to the enterprise that you deliver, and the desired outcomes in line with their goals and objectives.
Should you get to a presentation stage, make sure that you have selected your best team (most of whom should have been involved in the bid process) and that you have once again ensured that each team member knows their role and what they are to say. Ensure too that you have agreed signals from the team when people appear to not to understand what one of the team is saying, or they are losing the audience so that this can be rectified. Also think of all the questions, potential challenges and objections that may be raised in the meeting and cover them off in practice, so they do not come as a shock on the day with a poor response the result.
By following these tips, you will increase your chances of being awarded a bid from an enterprise company. Good luck!
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