The old Chinese proverb says, “Victory goes to the one with superior forces at the point of contact.”
In the movie Braveheart, at the battle of Stirling, the Scots used very long spears to receive the English army’s heavy horse attack. That was the first and most powerful step of attack of the English army.
Since the Scots successfully annihilated the heavy horses, the English army was basically defeated on impact, and the rest of the battle was “mere” formality. Well, all right. A bit more than that.
What that means in business development is that you have to create a powerful point of impact to meet buyers the first time. But, unlike the Scots in the movie, you may want to keep your buyers alive, because this impact will define the fate of your whole sales process.
This first impact can go two ways and that will define the outcome.
One option is that your buyer meets a street peddler representing a fungible vendor type company trying to hawk some lukewarm commodity.
The other option is that your buyer meets a respected expert representing an industrial authority type company offering some unique products/services.
And whatever the government says, when the connection between buyer and seller is the RFP process and the bidding war, that seller gets pigeonholed as a peddler, representing a fungible vendor type company and hawking some lukewarm commodities.
And this is what we discuss this month’s brain-fryingly exciting episode of Tomicide Solutions, entitled, “8 Ways IT Companies Kill Themselves By Responding To RFPs”.
Hope you finds it valuable.