This is an new venture for us. Once every month I will attempt to talk to a person in the know about selling or business. If you are interested - please let me know @ nialldevitt[at]btbtraining.com

The Btb Monthly Interview

Anne Perret is a Psychologist, Marketeer, Master Practitioner in Neuro Linguistic Programming and a director of Calyx Communications Limited, www.calyxcomms.co.uk, which provides specialist skills in bid management, sales management, bid writing, tender preparation, competitive tendering and responses to tenders

Me: Anne, is bidding selling?

Anne: You can tell what an organisation’s answer to this question is by how it manages its bids, tenders, proposals and responses to Invitations To Tender and Requests For Proposals (ITTs/RFPs). And by its win rate.

Those with a low win rate see bids as back office activity. Often bids are put together late because they are an add-on to the day job. Or it’s the job of a young graduate to write the bids. Sales people should be out on the road selling, not in the office writing. And a 20% win rate is the norm in their industry.

Me: How do the more successful organisations see things differently?

Anne: Organisations with high win rates see things differently. They regard responding to formal procurements as part of their sales function. And they take the business of bidding very seriously indeed.

Me: How involved should salespeople be in the process?

Anne: Their sales people are involved in bids, ensuring that every last piece of customer knowledge is fed into the bid strategy. And they are heavily involved in writing tender responses and presentations.

Me: Does the sales department always need to be involved in bidding or are there some exceptions?

Anne: Bidding brilliantly is part of a salesman’s job when that’s what customers require. It’s not an option or an add on – it’s an essential part of the selling toolkit.

Me: Thank you Anne, you re-confirmed what I have always believed.

In the News

Jonathan Farrington, our captain at TSE is confused, he thinks it’s Christmas and is giving away free places to TSE Masterclasses at his blog. - Make sure to keep an eye out, it’s on a first come first serve basis.

SLI (linkedIn)

We had our first Sales Leadership Ireland meet up yesterday in the Burlington. By all accounts, it was a success and the feedback has been excellent.  What surprised me, was not just the number of people that showed up - but the quality of these same people. I will be publishing a report of what transpired shortly.

We will be running another event soon, To join click here.

Tags: anne perret, bid management, competitive tendering, sales leadership ireland, tender preparation

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