Pitch Support

Challenges

  • RFP’s often not sufficiently and convincingly prepared
  • Dispatch of RFP documents before typical holiday periods
  • Success rate: 10 RFP’s lead to one closing

Project approach

  • Research: analysis RFP documents, TME-benchmarks, principal information (market voice)
  • Result-oriented workshop/interview series: identification of actual customer wishes/concerns („market voice“) as well as contribution of USPs for a best match proposal with clear distinction features
  • Contribution of best practice from perspective of principal
  • Preparation of highly professional offer documents
  • Tactical formation of teams for presentation and negotiation appointments regarding competence, seniority, likeability (good guy – bad guy)
  • Optional: support/project steering upon start-up
  • Change workshop: review und preparation of lessons learned

Results

  • Increase of visibility in the market
  • Smoothening of work load volatility
  • Success rate: 10 RFP’s lead to 2 closings
  • Sustainable improvements via establishment of a new benchmark and change management