Price-to-Win is a process where you analyse and evaluate your company’s competitors and their data to predict how they will bid. You will use this predicted bid and information about the customer’s budget to make a bid of your own. Your bid is a dynamic trade-off which takes both the customer’s and competitors into consideration.
Each colour team review has different purposes. A red rating means that the reviewer
believes there are major elements of the proposal which are deficient that would
result in the proposal being non-compliant and not technical acceptable. A yellow
rating means that the proposal/section is generally compliant but not complete.
Best practices you can follow in Opportunity Plan include gathering and analysing
intelligence about the customer and the competition where you must determine the
need for every customer requirement, gain insight into what they will offer, at what
price, and most importantly, what the customer thinks of them.
Work collaboratively with the customer to craft a solution addressing explicit
requirements and hot buttons, hence the process should be dynamic, flexible, current,
and collaborative. Develop program, opportunity, and proposal budgets and Initiate
teaming and make or buy decisions.
Avoid submitting proactive proposals as an excuse to avoid preparing compliant proposals that follow bid-request instructions. Do not submit seller-focused
documents which little more than slightly customized sales brochures. Never use proactive proposals as an excuse to submit descriptions of every service and product
Reps usually use a well-defined sales script. It rarely has multiple touches
with customer. Prospecting usually involves purchasing contact lists.
Inside Sales focuses on high ticket items and is dominant in the B2B landscape. Reps
do not rely on full-on scripts. Employs highly skilled & knowledgeable sales reps.
Customers often choose solutions that offer the greatest added
value. Convey to the customer that without you as their choice, they might waste time, money, or their own implementation efforts. Present Cost and Pricing Data in a Summary Form Presenting a cost section executive summary is essential to gaining credibility and
making your value proposition a complete circle with the technical proposal. A summary version of cost detail makes the evaluator’s job easier.