Leveraging a tender, bid or proposal win – get (more than) your fair share
Because so many corporate and government clients appoint multiple firms to provide their professional services, winning a place on a formal panel is only a preliminary to getting the client work you really want.
And when multi-provider appointments are informal, it’s even more important to drive workflow in your direction.
Try some of our tips to get a bigger slice of the work
Steps to getting more than your fair share of the client’s work
These techniques will help you win your fair share of the client work – and more:
- Start the value added services flowing right away – don’t wait for paid work volume to justify adding value because if you do, it may never happen
- Treat this new client as the client you want them to become
- Stay in touch and top-of-mind – go the extra mile to show interest in your client and their plans
- Connect online as well as offline – invite them as your guest to industry events and interact on social media if that works for that client
- Make certain the client knows your team and what special expertise each contributes
- Let your clients know you truly value their work
- Help your client to make better use of your services to get even better results
- Teach them how to save their money by better using your services
- Especially now, flag ways they can reduce their risk using your services
- Constantly seek client feedback on your performance – both what you do especially well, and any areas where you and your firm may fall short
- Take meaningful action on deficiencies in your service – and tell your client what you’re doing to address these
- Constantly learn more about your client
- Find new ways (big and small) to “add value” along the way
- Make your client look good – internally, to their stakeholders/shareholders, and
– externally to their market, industry, or community - Do a great job – consistently.
Once you’re appointed by a client, the real competition begins: these approaches will help you win your fair share, and more, of their available work volume.
If you’ve been disappointed by a panel appointment that hasn’t translated into a steady flow of repeat work, please get in touch to see how JMA can help you get more than your fair share.
Select articles
Feature article
Tender readability – tips to improve your tender presentation and some tender presentation no-nos
Tender readability remains a problem for some in the 21st century. I still see submission documents that cling to a handful of really old hat tender presentation and formatting techniques. I suspect this is because some of these ‘rules’ are viewed as being more appropriate to a ‘formal’ style of document such as a tender. […]
