Do you know why your RFPs are really winning and losing? Organizations always craft a story about recent wins and losses to help them prepare for future bids, but if your story doesn’t match your customers’, you’ll make the same mistakes over and over again. This means losing bids that you could have captured and giving away margin or expensive to you but not that valuable to them concessions to your customer when you win.
LMS has developed a tested methodology for understanding bid wins that’s been proven to help our clients win bids more often, and at terms more favorable to their bottom line. Our process starts with internal interviews and a detailed review of your proposal so that we understand your version of the story, and ends with a transcribed conversation with your customer where we check your version of the story against their actual process.
As often as not, we’ll find some variances between your customers’ real decision process and what you thought it was, and, over the course of several customer analyses, we’ll uncover some changes you can make to future bids that will make you more competitive–often without compromising your margins.
Contact us to see how we can help your organization.