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