2Bobs—with David C. Baker and Blair Enns The Only New Business Indicator That Matters
Oct 9, 2019
Discover a compelling new indicator of new business success that hinges on client concessions. Learn how influencing the buying process can dramatically improve your odds of winning contracts. Blair and David dissect the nuances of decision-makers versus process owners, revealing strategic tactics to gain leverage. They emphasize the importance of personality dynamics in pitches and share data backing up their insights. Finally, explore the four key priorities for winning business while maintaining your firm's integrity and expert positioning.
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Concessions Signal Meaningful Differentiation
- Your ability to gain concessions from a client signals they see you as meaningfully different.
- That perceived difference is the core indicator of a competitive advantage in winning work.
Process Defenders vs Decision Makers
- The people running a formal selection process often aren't the decision makers and defend process for its own sake.
- Concessions usually must come from someone accountable for future value.
Pursue The Flip Early
- Seek the 'flip' where the client stops seeing you as a vendor and treats you as an expert.
- Start pushing for small concessions once the flip begins so you can affect the buying process.