A typical refurbishment project is a floor of a largeFalling at the final hurdle? 

 You know how the story goes….you’re in a beauty parade of six to eight companies for the refurbishment of a floor of offices in the City value £5M ….you make it down to the interview stage of three and now your team has to face the client, their architect, project management company etc…and then you lose….you count the cost £7000 spent in time and materials on the bid and an apology that you did a great job but xyz were cheaper or matched the brief better etc.  please try again…!!

 This was the situation that was given to Neil France of Genesis Business Services six months ago and the client wanted to improve the conversion rate from one in five to….better! Please!

We put together a training course that drew on the NBI Brain Profiling and whole brain thinking techniques developed by Prof. Kobus Neethling. Combine this with specific skills for each of the team members including the Directors role, Financial Manager, Site Manager and M+E Manager etc. This was followed by pre-interview coaching sessions for each new bid and what happened? 

Revisiting the client this week they informed us that despite a really tough environment where margins were constantly being squeezed that just last week they had four interviews with new clients and won….? all four!

The clients specifically told them that in three of the four cases they were not the cheapest but presented the best option.

Our client then said something about what had changed..” we now go into an interview situation expecting to win it..”

We believe this is a critical factor which we can all apply because if YOU do not believe in your proposition fully and unconditionally how an earth are you going to convince others?

By thinking about what each of your clients are looking to get from your offering and explaining it in their language you will be more likely to win their commitment and be successful. What is their language?

That’s where we come in and coach you on whole brain thinking and its implications for your bid.

This entry was posted on Thursday, May 6th, 2010 at 9:47 pm and is filed under News. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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