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How can partners win competitive tenders?

Robyn Haydon | July 11, 2016
Competitive tenders are no longer a numbers game, and the channel must change with the times.

The external perspective considers how well we suit the opportunity. How well positioned are we with the client? Is there a good client fit? Can we put up a strong offer against competitors who are likely to be bidding?

And finally, there's the opportunity perspective. Are we experienced in similar work? Do we have capacity? Can we field a strong team, or the right resources, to deliver against expectations?

Competitive tenders can be a lucrative source of new business. But it's tough to win work this way, and easy to exhaust our energy by pursuing too many marginal opportunities where we just don't have a good chance of success.

As a senior marketer, you can help to re-shape the conversation about this channel to market, and improve your team's morale and conversion rates.

Source: ARN 


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