There's a lot of joy that accompanies winning a new contact or customer. The hard work is over, and finally, we get a chance to do what we really want to do – the work itself.
For most people in the services business, no matter whether you're in commercial services, human services, or professional services, “the work” is what you actually signed up to do when you chose your career. You want to get out there. You want to deliver your knowledge and expertise. You want to get stuff done and to help people.
And when you’ve won the business, it’s easy to assume that doing good work is all you need to do to keep the relationship humming.
Unfortunately, it isn’t.
Good work is an expectation: it’s what we get paid to do. So what more do we need to do to keep business that’s important to us, apart from doing good work? That’s surprisingly simple.
There is a distinct difference between the hard workers, who do good work but don’t always retain it, and the clear winners who do both.
Hard workers tend to treat the customer transactionally, obsess about the work, and are only comfortable working with what’s comfortable and absolute.
Clear winners, on the other hand, treat the customer strategically, obsess about the customer’s business (not just the work), deliver what the customer doesn’t yet know they need, and are comfortable working in a space that’s conceptual and abstract.
When it comes to winning again, the way we THINK about our important contracts and customers is even more important than what we do for them.
If you are you part-way through a contract term with a big customer, or faced with a renewal or re-tender process in the next 12 months, join me on August 6 and find out how to get ready to re-compete.
|Robyn Haydon is a business development consultant who helps helps service-based businesses that compete through bids and tenders to articulate the value in what they do, command a price premium, and build an offer that buyers can’t refuse. Don’t let others dictate how far and how fast your business can grow – take your power back! Email firstname.lastname@example.org to request the white paper for the Beyond Ticking Boxes program.|