Question

Topic: Strategy

How To Win A Big Contract Regardless Of Your Size

Posted by chasilco on 2/26/2018 at 12:06 PM ET 25 Points
IT HAS BEEN ALWAYS ABIG CHALLENGE TO ME TO COMPETE WITH BIG AND WELL FINANCED COMPANIES ON JOBS AND CONTRACTS REGARDLESS OF MY EXPERTISE. HOW CAN A YOUNG COMPANY LIKE MINE MANAGE THESE COMPLETIONS SINCE I HAVE ENOUGH EXPERTISE IN THIS FIELD.
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  • Posted by mgoodman on 2/26/2018 at 1:39 PM Accepted
    Present the advantages you offer over larger competitors, so the prospective client will understand why they should award the contract to you.

    As a management consultant, I have often competed with the large, well-known consulting firms ... and won a lot more often than I've lost. I point out that everyone working on their project will be an experienced, senior consultant -- no green MBAs on our team (unlike the big consulting firms). Etc.

    Identify YOUR advantage for the client and actively promote it.

    And remember, if you're going to position yourself as being "better" in some way, your price has to reflect that superiority. Don't make the mistake of trying to win based on a cheaper price!
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