Typical scenario
Your sales proposition is a really good fit with the needs of your prospective client. You are looking to achieve not only the sale but also the potential for repeat and referral business which comes from excellent post-sale delivery. The client's purchasing department is committed to evaluating tenders based on the realisation of benefits, not just on delivery of capability. The problem is that the client's requirements are not stated as clear, measurable outcomes. It is not clear what business changes the client is committing to deliver in addition to the purchase of the capability. As a sales organisation, whilst keen to make the sale, you are very nervous of performance guarantees.
What we do
- Create a benefit dependency map and supporting benefit profiles for your sales proposition which fits with as much information as is available from the client
- Help you to use the map within your bid (or if possible in advance with the client) to identify and fill gaps in information
- Support your sales teams through the bid
- Offer benefit management training to your clients as value-add within your bid
How it helps
- Articulates clearly how your product/services can contribute to client value. Shows which business changes are crucial and who is responsible for delivering them
- Improves the quality and partnership approach of your tender. Clients perceive you as different from your competitors: more business focused and realistic about benefit delivery
- Credibility of benefits experts added to the technical expertise of your sales teams (eg preparing written submissions, coaching, client-facing)
- Focuses the client on doing their part in making the product/service work
email information@cambiel.co.uk and we'll get in touch for a chat about your specific needs
