Client Pursuit Strategies
Are you continually squeezed by bid or tender deadlines? Is the bulk of your energy devoted to getting written proposals out the door? If you have answered yes to both of these questions, then it is likely that you are not spending enough time working on your strategic business development responsibilities. The solution to this problem is to have us help you with the core tasks of research, positioning, and deciding what prospects to pursue:
- Research
- new target clients
- client core values
- client decision processes
- key decision makers
- Positioning
- generating and implementing client pursuit strategies
- establishing and maintaining positive client relationships
- managing client perceptions of your organisation
- differentiating your organisation from competitors
- aligning with partners
- Deciding what prospects to pursue
- identifying priorities
- reviewing internal capabilities
- assessing external competition
- completing the bid or no bid decision