Winning high value customer business is the culmination of a deliberate and concerted effort. You don’t waste your valuable sales time and resources in good time so why do it in tough times.
It requires thought leadership to be conducted ahead of time of the desired solution being decided. The role of marketing is to develop the insights for salespeople to use to effectively challenge customers.
Consider it a campaign involving members from across the organisation including sales, support, marketing and finance.
Designed to tell your story, the Bid must be concise and simple in its message. It has to be consistent. Alas, many bids fail to get over an early hurdle as they tell the story from the supplier’s viewpoint.
Good bids tell the story from the customer’s perspective. They effectively answer the customer’s question ‘so what?’ With the basics out of the way, Bid Marketing can move to formulate and develop a package to make the Bid stand-up and shout ‘pick me’.
Bid marketing is a focused deliberate methodology. Its objective is to blend fact and build emotion whilst being consistent with the brand values. It’s a powerful B2B resource when conceived and executed as part of the sales campaign.
Historically Bid Marketing has been the preserve of multi-million dollar or high profile opportunities. Combined with a sales methodology, Consulter delivers high impact winning bids without breaking the bank. Ask us.