After spending the majority of my time over the past 10 years building relationships with clients, crafting compelling value propositions to secure new work, and coaching others to do the same, I am still amazed about how reactive the consulting and construction industry still is in this area.
Often corporate processes and flow charts highlight the importance of building client relationships and positioning early and not just reacting to tenders when they are received. The Bid/No Bid or Go/No Go processes are there to follow and are often quite comprehensive. But even when it is laid out in front of us, we still revert to type too often under stress or when we are busy.
How often do you hear others, or use yourself, lazy responses such, ‘it will just be selected on price’, ‘We didn’t expect the brief to come out that quickly’ or believing that what you want to do is what the client really needs as opposed to truly understanding their challenges and problems!
This reactive and lazy approach usually results in Continue reading