With so much competition out there, it’s no longer enough to simply keep providing a good level of service. Customers will always be looking for more - and unless you are going the extra mile to differentiate and to position yourself as the as the clear winner, you will find your competitors are pipping you at the post. As a business development consultant working on large bids and tender responses, I’ve seen first-hand the uphill battle faced by suppliers who haven’t put in the necessary work to position against highly motivated and methodical competitors. Unless you take the time to distill down your knowledge about your customer to what they actually need and value, your proposal or RFT response will be just another heavy tome to add to the pile.
In our latest Spitball podcast, Hamish Riddell, Bri Williams and I discuss “The Changing Face of Positioning Value". Find out why we think that challenging the status quo and nudging the customer to step outside of what they know is a good thing - http://spitballbiz.wordpress.com/