Jun
9
23 Secret - To win the Tender
Filed Under You
If to think of it the main task - skill to present a material and to interest the client. It is important to define, who your clients and to direct actions on performance of these requirements. There are 23 most important rules which are necessary for following by granting documents:
1. To find out their needs, always call to them. When you call to the client, not only ask a copy tender the document or a leaf with specifications. You need to find out, why they call for participation in tenders that is important for them and why they wish to carry out the project. Communicate with clients, learn them to find out, they represent the same actually. You will be surprised, how it is a lot of information you will find - the invaluable information, for creation of the tender.
2. Follow the formula which is checked already up. Instead of simply speaking about ability to perform this work, begin with definition of a problem of the client (define why they have included this or that criterion). Then you can speak about a underside of this problem. When you have made it, you can talk about the decision of a problem, on how you really are going to execute their needs. It is necessary to include data on process which you will use. Prove your statements, having included thematic researches, results, guarantees and responses.
3. Send them the letter with the preliminary offer. After calls to clients, you should send them the letter. In the letter should be written « I thank you for the given information » and the letter should include that will force them to concern to what they wish to reach well. To finish the letter it is necessary words of gratitude, and also to write, that you wait for drawing up of the contract with them. The important factor of your success is the establishment of attitudes with potential clients, attitudes which begin from the moment of when you for the first time have called to them.
4. Carry out researches. Learn everything, that is possible about this company. Search on the Internet; ask clients to send you brochures; learn, that their competitors do; learn their problems, culture of their company. Having made it, you will feel, that is important for the company and can include it by preparation tender documentation.
5. Follow instructions, precisely. When you prepare for documents for the governmental tenders, there are concrete principles which it is necessary to adhere. If there are other sections which you wish to include, you can put them in the end tender the document.
6. Use schedules and tables. Show data in a graphic kind, instead of in a text format. Include comparison of results to results of other companies.
7. Make the list of your most impressing clients. Having listed the clients, you will let to the potential client know, how you can cope with business of their scale.
8. Give the list of results which you have achieved. Having done it, you will prove, that your company can offer them the same.
9. Include guarantees. During the tender, people can be very skeptical. They are afraid to not receive results which they expect. If you will promise to return to the client of money, in case of failure, it will remove many barriers to work with you
10. Include some responses about you. If you speak something about yourselves clients can not believe to you but if another speaks someone about you, that, it is much more effective.
11. Tell about emotions. Absolutely fairly: people buy their emotions, justifying the purchases, using logic. Needless to say, that if you address to emotions of the person, you receive the best results.
12. Write as you speak.
13. Tell about advantage which you it will bring. People does not interest at all, how much you are professional, or even as long you were in business. They simply wish to know, that you are going to make for them how you are going to provide expected results, and that it will mean for them.
14. Use more often a word “YOU”. It helps to interest the person.
15. Represent tender the document professionally. The document which is professionally presented, lets know, that you too are professional.
16. You should include plans of action so that your clients knew, what actions from you to expect, and when they should be expected. It will give the potential client much more precise representation how you will carry out their requirements.
17. Include some schedules that your clients knew, on what structure your business works. Many people perceive visually, and they should see things in the form of the diagram to understand, how it works.
18. Include a corporate structure of your company: experience, skills and qualifications of your key people, your philosophy and your results.
19. You should use names of people in tender documents. The majority of people love, when say their name. Use of names in documents creates instant communication between you and your client.
20. Use clear fonts by preparation tender documents.
21. It is necessary for you to sign your tender dark blue ink. Be convinced, that the signature is legible. Dark blue ink more pleasant, than black ink, and they look better. The signature in a full, convenient format, create image of reliability.
22. Do not stop, when you have sent the tender. It only a part of your process. It is necessary to develop structure of the subsequent activity which includes the subsequent letters, or series of phone calls which are intended for monitoring and granting of the additional information if it is necessary. It shows, that you sincerely wish to assist in reception achievement of their purposes.
23. Never surrender. If you have not won the tender, it does not mean, that the company will not want to have business with you sometime in the future. Be convinced, that you hold communication with it.
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