Would your business benefit from taking on a new client?
How about one that spends billions of pounds each year and pays promptly??
Councils buy a huge range of goods and services on a daily basis, these are all potential contracts that your business could be tapping into.
If you’ve been considering bid writing to win contracts with the likes of Councils, Schools, Fire Stations or the NHS – you’ll want to be following along while I share what I’ve learnt over the past twenty years.
Last week I shared tips around the first piece of the puzzle, today I’m focusing on the second piece which is ‘Getting Ready’.
My number one top tip for this section is to build a content library NOW.
This means having all your information in one place, preferably filed in a way that makes it easy to read and access, with everything up to date.
I really recommend using something like SharePoint and OneNote, but work with whatever system you have. A lever arch folder with some coloured tabs is way better than not having a system in place. Here’s some key questions you can ask yourself to get your library started:
✔️Do you have at least three case studies you can provide?
✔️Are all your policy and procedures up to date and relevant?
✔️Is there a list of examples you can use to show how you have performed well?
✔️How about your pricing? Do you have a list of all your core costs, are those costs up to date?
✔️What about the productivity? Do you know how many x you can provide for y? (Insert whatever floats your business boat)
✔️And do your clients say about you? Do you have testimonials you can rely on?
The first bullet point is possibly the most important. It’s often used by buyers to assess the ability of a business to provide a service.
If three can’t be provided you may not be taken through at all!!!
I use a case study template with my clients, it’s a simple but effective way to focus on selling your business.
What 3 clients would you use to show case your business and its performance to date?
Let me know via the link below if you’d like a blank copy of the tried and tested case study template I use – you can fill it in and add it to your library today!!
