Winning New Business : The Critical Success Factors is an essential new research report which focuses on the most vital of all questions – how can your company win more new business?
CONTENTS
- Executive summary
- Chapter 1: Winning new business: a global perspective
- Why winning new business is getting tougher
- The research and its methodology
- Meet the superbidders and the rest
- Headlines from the research
- Why the superbidders win more new business than the rest
- What separates the winners from the losers
- Chapter 2: How to win a place on the shortlist
- The three big questions in buying decisions
- Management briefing: Understanding the role of internal stakeholders
- Qualification: selecting and evaluating opportunities
- Winning a place on the shortlist
- Checklist: key shortlist questions
- Shortlist best practice: where the superbidders score
- Management briefing: How to use reputation to build market position
- Chapter 3: Key activities in winning new business
- Five important questions and six vital answers
- Creating a buyer-seller bond
- Understanding the customer’s buying centre
- More about buying centres
- Contacting customers
- Communicating key messages about company and product
- Management briefing: Shaping things to come
- Understanding the great divide
- Chapter 4: Managing an effective new business team
- Winning new business starts with leadership
- Management briefing: The two-team bidding strategy
- Recruiting and managing a new business team
- Management briefing: International operation and communication
- Creating a winning team spirit
- Chapter 5: Negotiating to a successful close
- What matters when you start to negotiate
- How to out-negotiate the competition
- Checklist: structure, layout and format of proposals
- Setting the negotiation in context
- Management briefing: The art of changing the spec
- The art of closing the deal
- Knowing when to walk away
- Management briefing: Price for profit
- Negotiating a partnership relationship
- Partnerships: comparing the winners with the losers
- Chapter 6: A new model for winning business
- Introduction: learning from best practice
- Model A: the pre-bid phase
- Model B: understanding the client and the buying decision
- Model C: assembling, leading and managing an effective bidding team
- Model D: negotiating to a successful close
- Appendices
- Appendix 1 – Winning new business checklists
- Checklist 01: Winning new business strategy
- Checklist 02: Target prospects, requirements, sectors and markets
- Checklist 03: Available offerings
- Checklist 04: Communicating corporate capability
- Checklist 05: Competitor analysis
- Checklist 06: Creating initial awareness
- Checklist 07: Importance of competitive bidding
- Checklist 08: Obtaining invitations to bid
- Checklist 09: Evaluating business opportunities
- Checklist 10: Understanding prospects
- Checklist 11: Understanding buying decisions
- Checklist 12: Managing bid teams
- Checklist 13: Formulating proposals and bid responses
- Checklist 14: Pricing proposals
- Checklist 15: Presenting a bid or proposal
- Checklist 16: Negotiating contracts
- Checklist 17: Evaluating bidding outcomes
- Checklist 18: Managing the new business team
- Checklist 19: Managing channel and value chain relationships
- Checklist 20: Managing customer relationships
- Checklist 21: Selecting key accounts
- Checklist 22: Understanding the individual customer
- Checklist 23: Establishing and building key account relationships
- Checklist 24: Locking out the competition
- Checklist 25: Building business partnerships
- Checklist 26: Evaluating and managing key account performance
- Appendix 2 – Survey questionnaire statistical data
- Appendix 3 – Further reading