Description
Better decipher the specifications and proceed in stages, personalize your response and anticipate the negotiation, argue and defend your offer, in writing and orally, and until signature... In this training to calls for tenders, seven essential practices of the process of responding to the call for tenders are detailed to allow you to optimize your conversion rate.
Who is this training for ?
For whom ?
Any person required to draft, present and negotiate responses to calls for tenders for services or products in the private or public sector. Salesperson, Sales Director, big manager.
Prerequisites
None.
Training objectives
Training program
- Act 1: knowing how to read the specifications
- - Identify the differences between public and private calls for tender.
- - Identify the decision-making group.
- - Interpret the specifications to better respond.
- Act 2: you decide to go/no go
- - Evaluate your strengths, risks and opportunities.
- - Know how to detect 'bogus' calls for tenders. Act 3: make a differentiating offer
- - Obtain the 'missing information.
- - Understand customer issues.
- - Highlight your difference.
- Act 4: write a convincing proposal
- - Structure the response: choice of plan, prioritization of the parts.
- - Make the proposal readable and attractive: formatting.
- - Focus on the decision-maker: the executive summary.
- - Provide the essential documents of the tender dossier.
- Act 5: position your offer and prepare for negotiation
- - Present your price.
- - Build your offer taking into account the commercial strategy.
- - Prepare the final negotiation.
- Act 6: pass a significant defense
- - Prepare your visual presentation by involving all the stakeholders.
- - Establish a relationship with the jury.
- - Win support.
- Act 7: defend and negotiate your offer until signature
- - Argument and answer probing questions.
- - Negotiate the final conditions while preserving the margin.
- - Set the limits of the negotiation.
