DISCOVERY & DEFINITION
The key to planning...
Beyond the initial account level understanding, you need to gain as deep knowledge as possible of the context and climate in order to develop the most effective win themes, bid messaging and tactical plans.
But what else do we ideally need to understand?
Landscape
Are the bid rules known, and what about the timings? Is it subject to specific rules e.g. OJEU?
Competitors
Who are new bidders, and who are incumbent in some form? What’s their chances?
Gaps
Can you meet the bid requirements, or will it be non-compliant?
Commercials
Has the account expanded or contracted overtime; what’s the TCV for the opportunity?
Big Guns
Has their been any executive engagement, and what was the outcome or insight?
Partners
Who are your strategic bid partners, and what influence do they have?
The story you tell:
The context of the account history, as well as the bid opportunity, shapes the core story you need to tell, over whatever time period is available to you.
More about the people...
Explicit, first-hand data is more powerful than anonymised, third-party data within the bid environment, so it's likely that the Account Team will hold the most valuable information about the relevant customer stakeholders. However, there are often gaps, which we typically supplement with third-party intent data and research into the individuals if needed, adding further context to the known customer needs.
Or contact us directly: hello@differentiated.co.uk
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Differentiated Ltd, Wyvols Court, Swallowfield, Reading, Berkshire, RG7 1WY
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