The most important actions you must take to turn a
lead into a new contract
Winning before the RFP is released is a mandatory
core competency for successful government
contractors. In practical terms, this means
establishing in your prospect’s mind the idea that
your firm is the most likely competitor to win the
contract. To do this, you must master the art of
effective sales calls combined with skillful
follow-up actions and analysis and meld it all into
a professional action plan. The ClientView
Positioning training program takes you through the
four key elements required to master this core
competency.
•
Sales Calls
There are two basic methods for making a sales call.
One of them leads your prospect to boredom and a
craving for you to finish and leave. The other
creates interest, or even excitement, and frequently
results in the time allotted for your sales call
being extended and then leads to specific future
actions or events. You get to pick which kind of
sales call your firm uses.
•
Discriminators
Discriminators are the thin ice of proposal writing.
Poorly thought out and prepared discriminators will
almost always result in losing. Correctly prepared
discriminators, following a rigorous analysis and
development process, are the elements a Source
Selection Evaluation Board is trained to focus on in
selecting a winning proposal.
ClientView’s Discriminator module is included in
more than one training program. In each program, it
is modified to meet the objectives of that program.
•
White Papers
In the positioning process, one of the primary
objectives is to communicate effectively with your
government prospect. White papers are one of the
techniques that can prove to be very effective in
many cases. In this module we review styles of white
papers that are appropriate for two types of
situations and the steps to prepare an effective
white paper.
•
Capture Planning
Preparing a Capture Plan is evidence of your
decision that you are proposing to win. Oddly, some
firms will decide to invest in a proposal for other
reasons. Effective leadership in a growth company
rejects spurious reasons for preparing a proposal
and focuses effort on winning. This module walks
through the content of a typical Capture Plan, the
process of capture planning, and the roles and
responsibilities of the participants.
|
“Mr. Dunbar's work for Akal has been excellent in
all respects. He was proactive in bringing creative
ideas and approaches to the planning of the
strategic approach work, and the working sessions.
He … utilized effective techniques for team process
and involvement. As the project evolved, Mr. Dunbar
was responsive to the changing needs, and adapted to
shifts in focus. He helped to keep us on track in
moving our business processes forward. “
Daya S. Khalsa, President,
Akal Security
“Jim’s insight into this complex arena, as well as
his extensive background in project management, has
been a key component of several successful projects.
As the senior NUARI administrator, I continue to
rely on Jim as we grow our business.”
Eric W. Braman,
Vice President,
Norwich University Applied Research Institutes
|
