Building multi-level relationships
We have demonstrated on many occasions that BidPartners can be the catalyst to building relationships between our client and their end-client at all levels (Programme Directors, Advisors, Technical, Commercial, Legal, Finance, Implementation, HR, etc). This leads to both competitive advantage and genuine value add for all concerned. In a win-win approach to relationship building, we aim for the end-client to leave every meeting feeling that they have had a thought-provoking dialogue which will benefit their procurement approach or their core business.
A logical, structured approach
We approach the whole end-client engagement in a structured manner. We build engagement mapping models to ensure that all levels of your organisation present messages appropriate to the stage of the sales process. Clearly most organisations wish to have their own sales, delivery and management teams developing the long-term relationships; we have frequently coached and steered the engagement processes to this end.
In line with our 'qualification is critical' approach, we look for evidence at multiple points in the procurement timetable, that it is our team, and not a competitors, that is closest to the end client and is constructively shaping the deal to the benefit of all parties.