neal basson - vauxhall nine elms battersea - 20.06.2012

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Wandsworth Council VNEB Employment and Business Working Group ©2006 – 2012 Bid Perfect - Original Training Content – Bid Perfect is a member of the Group Perfect group of companies UK APMP Awards Community Award Winners Customer Excellence RunnersUp Supporters of the Rainbow Trust Bid Support Services Introductory Session

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Page 1: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

Wandsworth Council VNEB Employment and 

Business Working Group 

Part One

©2006 – 2012 Bid Perfect - Original Training Content – Bid Perfect is a member of the Group Perfect group of companies

UK APMP AwardsCommunity Award  ‐

WinnersCustomer Excellence  ‐

Runners‐Up Supporters of the Rainbow Trust

Bid Support ServicesIntroductory Session

Page 2: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

What does Bid Perfect offer?

• Bid Management Consulting

• Critical Bid Management

• Bid Skills Training

• Bid Authoring

• Bid Reviews

• Editing & Proofreading

• Bid Personnel Recruiting

Page 3: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

A quick thought experiment

Imagine you are in front of a potential client and you  are asked this simple question:

“What phrase most succinctly sums up why I should buy  from you?”

Let me hear some answers…

Page 4: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

Feature based thinking

We are flexible

We have long experience

We treat you as an individual

We are renowned for quality

We will be here for you 24/7

We have very attentive customer 

services

Our range is the widest

Personal service

Many locations

Knowledge

Highly trained

4

Page 5: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

The Common Buying Motives

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Page 6: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

Examples of benefits (with some  synonyms)

Saves (conserves) management time

Reduces or eliminates cost

Reduces (shrinks or diminishes) risk

Improves (boosts) staff morale

Increases (grows) turnover

Improves (delivers higher) margins

Increases (drives up) productivity

Reduces (eliminates) waste

Enhances (promotes, improves) image

Reduces environmental impact

Decreases (significantly lowers) staff turnover

Improves (delivers higher) quality levels

Increases (elevates) skills levels

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Page 7: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

Golden Rule Number Five

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People do not buy what it is.

They buy what it does or will do for them.

They buy:

Real Benefits!Based on the Common Buying Motives...

Page 8: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

WS   VM

WHY     E2

The Bid Perfect Winning Bid Formula©

Page 9: Neal Basson - Vauxhall Nine Elms Battersea - 20.06.2012

How to contact us:

• www.bidperfect.co.uk

• Bid Perfect on Linked In

• Ask your One Free Question!