))
Why Bidding Cold Is (Almost Always) a Bad Idea - EP113
Manage episode 407486228 series 3561036
コンテンツは Lisa Rehurek によって提供されます。エピソード、グラフィック、ポッドキャストの説明を含むすべてのポッドキャスト コンテンツは、Lisa Rehurek またはそのポッドキャスト プラットフォーム パートナーによって直接アップロードされ、提供されます。誰かがあなたの著作物をあなたの許可なく使用していると思われる場合は、ここで概説されているプロセスに従うことができますhttps://ja.player.fm/legal。
Companies that are new to government contracting see it as a magic bullet. You respond to an RFP, and you win a lucrative five-year contract!
And yes, it’s easy to get excited about an opportunity that seems like a great fit for your business. But if you don’t already have a relationship with the buyer, you’re chances of winning are quite low.
So, you’re not doing yourself any favors by bidding cold.
On this episode of The RFP Success Show, I explain what it means to bid cold and why it’s almost always a bad idea.
I discuss the competitive advantage you need to unseat an incumbent and describe how insider information helps you write a better proposal response.
Listen in to understand why a buyer won’t take a chance on a vendor they don’t know and trust—and find out why you can’t speak to a prospect’s specific needs and challenges when you bid cold.
Key TakeawaysWhat it means to bid cold and why it’s almost always a bad idea
The one time it's okay to bid cold and what you can learn from the experience
Why you have a less than 5% chance of winning when you bid cold
The competitive advantage you need to win an RFP (beyond being qualified and capable)
2 reasons why it’s challenging to unseat an incumbent
How insider information helps you write a better RFP response
Why a buyer will not take a chance on a vendor they don’t know and trust
How ongoing relationship building and information gathering allows you to speak to a prospect’s greatest needs and challenges
The #1 mistake companies make when responding to RFPs
How a low win rate impacts the morale of your proposal team
Connect with LisaThe RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Email podcast@rfpsuccess.com
ResourcesBook a Call with the RFP Success Company
138 つのエピソード
シェア
