Pitching and Winning Tenders

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The Programme

The Pitching and Winning Tenders Programme provides organisations with the processes, tools and skills to increase the success rate when pitching for major business opportunities. 

Relevant for

• Organisations pitching for new business
• Organisations re-pitching for existing business

Outcomes

Participants Will

• Be more prepared and save time knowing the organisation has a structured plan and process in place to succeed in winning new business pitches and re-tenders for existing business
• Be clear about the role of pitch team members and how to manage the resources required improve your win rate
• Be more confident and focused on what the tender document and prospect are needing to see and hear
• Quickly determine what critical information is required to develop a winning solution
• More effectively evaluate real or perceived competitive activity/response  and impact on the pitch outcome
• Establish credentials and create persuasive messages that provide a point of difference and will resonate with decision-makers and influencers
• Be able to use a greater range of effective influencing behaviours to connect with the decision-makers rational & emotional motivators and needs
• Deliver a professional tailored pitch submission and presentation that reinforces why your solution is superior to your competitor's

What is Covered

• Framework of the pitch process – your game plan
• Determining the pitch team
• Evaluating the tender document/reading the RFP
• Competitive analysis and research
• Determining your distinct value proposition and  positioning
• Creating a clear pitch strategy
• Influencing strategies to use
• Discovery techniques/effective questioning, listening and rapport skills
• Understanding impact of communication styles on buyer behaviour and relationships
• Crafting key messages and credentials
• Creating and formatting a professional  pitch response document/submission
• The pitch presentation (and follow through)

Delivery Options

• One-on-one sessions
• Team programme
• Incorporating the “theory” on a live pitch or tender

Supporting your “Live” pitch

Why not incorporate the “theory” on a live tender/pitch opportunity?  Live pitch coaching is an action learning intervention which is particularly effective because team members learn only what they need and can use immediately (just-in-time) They are able to then put this learning and experience into practice themselves the next time.

The tools and techniques are relevant, practical and can be immediately applied – and can be measured.  Having an external facilitator and coach will ensure the tools and skills are applied and the pitch team/participants are challenged throughout the process. This will ensure the strategy is clear, the solution and document is truly persuasive – creating a benchmark for future tenders.

Improve effectiveness and productivity - and reduce the stress of a live pitch!