BT Business and Cisco recently hosted a think-tank event bringing together leading authorities on business issues and practices to explore what large organisations look for when awarding contracts to smaller businesses. Three key pieces of advice were:

•    It’s not just about being perceived to be different - delivery is the key. Being different isn’t always important – everyone starts their business believing they are truly unique, and sometimes it’s this belief that prevents the buyer from understanding what’s actually on offer.

•    The key question to ask a buyer is, “what are you looking for?” - then deliver a prompt response, precisely crafted to their exact requirements. Avoid the “scattergun” approach to pitching – in this climate, it is wise to pitch only for contracts you’re confident of winning and that you as a business are most suited to.

•    Personalise all contact, and remember that relationships have to be built across multiple departments and contacts when dealing with large corporations. This can be a struggle, but is key to gaining confidence and trust.

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By LaunchLab.co.uk  on   Sep 17,2008

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Keywords

pitching    contracts    winning business    small business    big business   

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