When it comes to tendering or even submitting proposals, so much of the winning business process in the Tier 2 and Tier 3 space (or what I call bidding /pitching) relies heavily on the ability of our people. They define whether we win or lose.

This is because, although we might think our product is better than others’… the buyers often don’t.

To be seriously invited to tender (rather than just to ‘make up the numbers’), buyers expect us to not only meet their standard requirements; but clearly demonstrate a superior knowledge of the issues and problems they face. In other words we (unlike our competitors), must identify specific areas of concern to them – and crucially, how we intend to address them. If you have a sense that your sales teams could be failing in this area – this whitepaper is for you.