Relationship Marketing and Customer Contacts
These articles discuss how to successfully roll out a proposal process. It's not enough to have a process. You have to get people to follow it. A lot of proposal managers find it harder to gain process acceptance than it is to have a process in the first place. You may be convinced that your process can help you company boost its win rate, but if you can implement it successfully, it won't matter at all.
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15 Lessons Learned and Tips For Improving Customer Contacts No matter how comprehensive your methodology for managing customer contacts is, once you get in front of the customer anything can happen. That is why, in addition to the tools and approaches we recommend for guiding customer contacts, we have prepared this list of lessons learned from our own encounters. 34 Things To Ask Your Customer Before RFP Release Before an RFP is released, there's a lot of information to gather to ensure that your pursuit of the business is successful. what should you ask the customer when you've got them on the phone? How To Tell Whether The Customer Likes You Or Not Most of the time it can be really hard to tell whether the customer likes you or not. And it's really hard to establish the credibility of biased stakeholders in your own company. Luckily, we've found an objective way to tell whether the customer really likes you in the only way that matters.
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3 Goals For Building Customer Relationships And 5 Ways To Do It You may have heard the phrase "winning the battle and losing the war." It becomes relevant when business developers focus only on winning the next contract — winning the battle — and give little consideration to winning many more contracts with the same customer. Discover the techniques experienced developers use to build lasting customer relationships that provide a solid foundation from which they can win both the battles and the war against the competition. Four Ways to Extend Your Contacts Beyond The Procurement Office The number one reason to identify the program staff and build a relationship before the need becomes a procurement is that all your contacts after that point will be with the Contracting Officer or a representative. So how can you gain insight into the opportunity that goes beyond the information provided by the procurement office, and do it in a way that is fair and legal? Identifying Customer Contacts Is knowing who to talk to and how to reach them holding you back from effective relationship marketing? Here are several ways to make contact with the customer.
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Success requires more than simply enforcing the schedule. We'll enable you to make sure that everyone has the information needed to complete their assignments, that assignments are completed correctly, and that the proposal achieves what is necessary to win. We've built all of the notifications, expectation management, validation, and progress monitoring needed into our process so that you can avoid the train wreck at the end. Click here to get step-by-step guidance from our knowledgebase tool
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The CapturePlanning.com MustWin Process
It's our solution to late starts, teams that don't work together, and reviews that provide too little guidance too late to do any good.
Provides off-the-shelf written process documentation for capturing business.
For companies that do large proposals, it offers the most benefits and is our best value.
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We get a lot of inspiration from the discussions on the CapturePlanning.com Group on LinkedIn. You can too, if you join us there. It's free! |
