Pitch Support
Challenges
- RFP’s often not sufficiently and convincingly prepared
- Dispatch of RFP documents before typical holiday periods
- Success rate: 10 RFP’s lead to one closing
Project approach
- Research: analysis RFP documents, TME-benchmarks, principal information (market voice)
- Result-oriented workshop/interview series: identification of actual customer wishes/concerns („market voice“) as well as contribution of USPs for a best match proposal with clear distinction features
- Contribution of best practice from perspective of principal
- Preparation of highly professional offer documents
- Tactical formation of teams for presentation and negotiation appointments regarding competence, seniority, likeability (good guy – bad guy)
- Optional: support/project steering upon start-up
- Change workshop: review und preparation of lessons learned
Results
- Increase of visibility in the market
- Smoothening of work load volatility
- Success rate: 10 RFP’s lead to 2 closings
- Sustainable improvements via establishment of a new benchmark and change management