Beyond completing the paperwork there are many things a sales rep can be doing to win a bid…even when it’s a competitive bid for a governmental institution, or when you know that your bid isn’t going to be the lowest.
Selling Within the Bid Process dissects the two most common types of bid situations, which include the competitive bid where the lowest qualified bidder wins, and the request for proposal in which the lowest bid is not essential. Competitive bids for governmental institutions typically have a formalized 8-step process. One of the steps even allows a losing bidder to file a “protest” to prevent the apparent awardee from moving forward until the protest has been resolved. Excluding the “protest” step, many public and privately owned companies include some of the same steps in their bid process, which range from writing the bid specifications and qualifying bidders, to reviewing bids submitted, conducting final negotiations, and awarding the bid.
Course participants learn proven strategies and tactics that can be applied prior to, during, and immediately following each bid phase that will help improve their chances of winning, whatever form the bid process takes.
Individual and group exercises are supported by video and audio components along with case studies. Reinforcement training is available and always recommended.
What Your Reps Will Learn
- How the three most important drivers of sales cycle outcome impact the bid process
- Ways to include the specifications committee in the sales effort
- How to build sales momentum with inaccessible stakeholders
- How to get exclusionary specifications written into the bid
- Proven sales tactics that can be applied during each step of the bid process
- How to insert “no cost” bid enhancers to add value