Proposals & Competitive Tendering: Part 1: Strategy & Positioning by Richard Brookfield

Author:Richard Brookfield [Brookfield, Richard]
Language: eng
Format: epub
Tags: tendering, customer relationships, business strategy, sales process, winning business, proposals, bidding, sales strategy, competitive positioning, contracting
ISBN: 9781999927325
Google: G_r5wgEACAAJ
Publisher: Amazon
Published: 2018-04-09T23:18:56.407953+00:00

Enhanced Competitive Position

After competitive strategies have been implemented, the competitive position should be revisited in order to gauge the improvements made. As before, this assessment needs to be compared and ranked against the estimated positions of competitors.

Continuing the example shown in Figure 8, the improved competitive position is now as shown in Figure 10. The company has strengthened its position by addressing the weaknesses in Key People and Experience, and a smaller, additional improvement has been made in Price. Based on the estimated weightings for the customer selection criteria, the competitive position is now stronger than the two closest rivals from the original assessment.

Whilst the company’s position has been significantly improved, it cannot be assumed that enough has been done to win the prospect! Any further possible improvements should still be targeted, as it must be expected that competitors will also be working to address gaps and weaknesses in order to strengthen their competitive positions.

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