Challenge:
Provider of integrated tech solutions was having difficulty responding to RFPs that would allow them to compete on value-add parameters and not just on price.
Actions:
- Conducted an extensive competitive research campaign. Identified how competition “sold” and where our company could differentiate itself. Ensured these points of differentiation were of value to marketplace.
- Trained sales team on what competition was doing and why, and what we would offer and why.
- Re-defined the RFP bid process. Made sure all bids “sold” the reasons why our solution was unique and offered a superior result to prospect. Went beyond technical presentation and price sheet.
Results:
- Won contracts
- Improved market share
- Helped sales team to function more efficiently.
- Kept Sales and Marketing teams in sync.