I have put together a large bid, larger than what I usually deal with and for the first time I am representing a group of people, with higher expertise than me.
This is something that could provide us with work for years to come.
How are such things usually managed? It was sent in last week but I haven't heard from them since. The person in charge was away.
When I finally reached him, he told me that I would get the O.K. in a week but also that he was not the final decision-taker.
I have not been able to reach the final decision-taker and I do not want to come across as frantic but keen.
Any advice?
Any good books on leading negotiations.
One very good piece of advice was to come across as very reassuring and not leave any doubt on the final performance.
This is something that could provide us with work for years to come.
How are such things usually managed? It was sent in last week but I haven't heard from them since. The person in charge was away.
When I finally reached him, he told me that I would get the O.K. in a week but also that he was not the final decision-taker.
I have not been able to reach the final decision-taker and I do not want to come across as frantic but keen.
Any advice?
Any good books on leading negotiations.
One very good piece of advice was to come across as very reassuring and not leave any doubt on the final performance.
posted by:
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Montreal
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Re: Working on a bid
Thu, July 12, 2007 - 6:33 PMA couple of books by Neil Rackham come to mind:
SPIN Selling and Major Accounts Sales Strategy -
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Re: Working on a bid
Fri, July 13, 2007 - 5:17 AMHi Brian and thanks,
Which book should I start with?
The final decision maker is not the one I built a relationship with: a common occurrence, I gather.
I feel that I must establish some kind of rapport with the decision maker but he is not available during this vacation time so I call frequently without leaving messages hoping that he will eventually answer.
Then, on Monday if this strategy hasn't worked I will simply page him through reception.
Walking the thin line between keen and over-eager and amenable to concessions that shouldn't be made.
But these are serious people, a growing company and the whole field is taking off in Canada with gov. grants and all.
Getting one's foot in the right door!
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