Do you win every contract you go for?
because if not then sometimes you are pitching to lose.
I was recently working with a company who were pitching against 9 other companies for a contract that would be worth £ 3 million to them over the next two years.
In the present economic climate it is becoming increasingly competitive with more and more companies going for fewer and fewer contracts.
Whereas in the past some contracts would just be given to an existing supplier now more and more are going out to competitive tender and many are put off the whole process.
I liken being involved in the tendering process to being in an olympic athletics event- especially when it goes to interview. The PQQ and ITT stages are like the qualifying rounds with the interview/pitch being the equivalent of the olympic final.
And when you get to that final, when you get invited for interview, then it’s yours to lose.
You have proven that you have the project/product/service that the procurer/client is looking for and the interview is your opportunity to stand out from your competition and convince them that you are the answer.
But the thing is many bid teams actually pitch to lose rather than pitch to win. Now they don’t do this on purpose but that’s the end result.
How does this happen?
Here are just some of the reasons:
If you have an outstanding product or service or idea then you have to be able to give an outstanding presentation about it otherwise you run the risk of pitching to lose.
What could it be costing you if your competition is better at pitching than you?
So how can you ensure that you pitch to win?
because pitching to win is the key to winning business.
Why be average and pitch to lose when you could be outstanding and pitch to win?
Until next time,
with best wishes for your success,