Differentiating to win

Deal Based Marketing (DBM) for Major Bids

Securing, maintaining and growing major account relationships is challenging. More customers are taking themselves further through the buying process than ever before by consuming content used to inform their decisions.

In a world of more contracts with smaller values, more stakeholders than ever before and greater levels of non-traditional competitions, it’s harder than ever to stand out from the crowd.

In a world of more contracts with smaller values, more stakeholders than ever before and greater levels of non-traditional competitions, it’s harder than ever to stand out from the crowd.

The messages you deliver, how you deliver them, and who you deliver them to represents one of your greatest opportunities to differentiate.


How do we help?

We take a 360 view of the opportunities and threats within the account or bid environment and use them to create impact and influence amongst our customers’ target audience.

We start by understanding all of the reasons why you would lose… knowing all the reasons why you should be successful is relatively easy, but holding a lens up to the potential barriers and reasons to lose enable us to shape the most effective bid messaging that not only promotes, but defends.

Then we assume you will win… we plan to capitalise on every potential opportunity to deliver your messages in a differentiated way, from before the formal process begins through to contract sign and the beginning of transition. Plans change, particularly in a bid environment, but with forward thinking we are at our most agile.

We know the game… your customer will move the goalposts, constantly, and always at the last minute. That means you’ll be up against it… that’s a fact of tendering. So our backs will be against the wall, but we have a way of managing that. We get things done, no matter how little time we have.

And we know how to play it… we’re experts in communication and know how to capitalise on even the smallest of opportunities to differentiate you from your competition. We follow the rules, of course, but always look turn them to your advantage.

What do
we do?

We’re involved at the very beginning through to transition and beyond:

  • Bid messaging and win theme development
  • Stakeholder mapping and intelligence
  • Pre-bid / RFI development
  • Core bid / RFP pitch creation and development
  • Bid pitch delivery training
  • Bid tactics creation and delivery
  • Passive influence marketing
  • Transition communications

What we don’t do…

We’re not bid or RFP writers, but we can help weave in your messages; and we don’t replace your pursuit or bid team, we work with them. And whilst creativity and design sits at the heart of what we do, if you’re looking for someone just to colour in your templates…look elsewhere.

We also don’t share examples on public forums, because deals are always sensitive, but can share information if we were to meet and discuss your requirements. So…

…can we help you?

Quite probably. If you’d like to understand how we can help you to truly differentiate yourself from your competition, elevate your message and create a shift-change in your customer’s perception of you, get in touch.

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