Dear All,
After the immense success of ebook "Excel in MS Excel", I have recently published another book on "Principle and Practice of Bid Management - Guide for Bid Managers". For clarity, I have reorganized all my blogs. Regret for any inconvenience. I am giving all blog URLs here for better access.
Principle and Practice of Bid Management - Guide for Bid Managers
There are many professionals in their early career, who has an interest in moving towards the coveted role of Bid Management. But why Bid Management? There are a plethora of different roles available in the market. I believe bid management is one of the evergreen work available in the industry. All traditional Bid Managers can you vouch for that!!
You work in a bid, from its inception till closure starting from a week for smaller deals to a couple of quarters for larger deals and jump into another bid with new people, requirement, and customer.
So, the question remains - from where to start? There are very few comprehensive books and literature available on this topic. Every Bid Manager learns it while on the job from their seniors or searching it over the web. Keeping this in mind, I realized, why not jot down my decades of experience in a book and contribute towards our BM community and with those who have an interest in shifting towards this role.
In this book, I tried to cover the principle and practice of bid management. It includes end-to-end bid management steps and processes. I have tried to jot down the other key aspects of bid management like basic Bid Finance terminologies with explanation, IT Services Solutioning key components, best practices to win bids, and how to become a successful Bid Manager in this book. It also covers an introduction to the new concept of Agile bid management.
Hope our BM community members, newcomers in this role, and those who are planning to switch to bid management function would like this book. Happy reading!!
Instamojo. Use Coupon Code - PPBM199 for discounts.
NotionPress. Use Coupon Code - BOOKLAUNCH for discounts and free delivery.
Amazon.in - Get Rs.100/- Amazon Gift Coupon. Refer to the details inside the book.
Kindle Unlimited - Get a free copy in Kindle Unlimited
There are 100s of cold calling technique people use to impress upon their potential customer. Some of the most usable techniques are a) to introduce yourself and your organization from where you are calling, b) directly jumping into the product details or c) by asking questions if the customer is available to speak. In most of the cases the customer say immediate ‘No’ to the cold caller. So what one should do to at least have given enough time to speak with the customer? Some of the key elements of successful cold call - I have tried to bring it to light.
These days customers are informative. They have quick access to Google for research and colleagues/neighbors to speak with. One cannot force sell. No one wants to speak with an unknown vendor. So either you should be well known prior the cold call thru advertisement or by similar means. Or you should have online presence so that you can refer him immediately if he shows interest.
Before calling any potential customer one has to prepare well. Customer are often fussy about the way sale is pitched. So practice phone call. Record your voice and listen how you can improve your pitch, intonation and voice modulation. Study about the company/individual (in-depth) and map it with your offerings before making a call.
Knowing your prospect is key. Start with an introduction of your name and company. Have a capsule script ready if your customer is not aware of your organization. Put yourself in the customer shoes before making your call. Think if you are in his place what would you do if you get a call from an unknown. Identify who can buy your product. Prepare and pitch the question which the prospect may like. Then go to the crux quickly. Hit the requirement button at once with your question. For example: if he is interested in saving tax or want to utilize the tax rebate investment limit fully? If you get an affirmative answer then proceed with product details otherwise get-off and call another prospect. Your time is as important as your prospect.
Get yourself prepared beyond the ready-made call script. Your message should be clear and crisp. Refer your portal and send email immediately with details if you find that the customer is interested in your product and try to get an appointment for a face to face discussion. Do not forget to share your name and contact details clearly and book the meeting invite at your earliest convenience.
Majority outcome of the cold calls are often negative but one should not get demoralized. Most of them are result of poor research and incomplete prospecting. However there is no second way of achieving success in cold calling other than having perseverance and hunger of getting success.
Samrat.Biswas@hotmail.com
