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Win More Business Training

Over the last few years, there has been a significant increase in organisations focusing on and investing in their bidding and pitching capabilities. This means that your competition is improving, and the battle to win new opportunities is becoming more competitive.

Mozer’s sessions will help you to win more business. Some things you will already know, but don’t always do, and some things will open you up to refreshingly new strategies. These are simple to understand, easy to master, and rooted in persuasive psychology.

Win more
business series

Start with some top tips on ‘Write winning proposals’, ‘Nail the presentation’, and ‘Negotiate your fees’ for all skill levels.

Three 90-minute sessions, one each week for three weeks covering:

  • Respond to a tender
  • Nail the presentation
  • Negotiate your fees

If you think you can or you think you can't, you're right.

Henry Ford

Respond to a

Assess the opportunity, manage the process, and produce a persuasive response.

  • Identify when to bid Recognise what a real opportunity looks like
  • Prepare for the bid Manage resources, progress meetings, responsibilities, timings
  • Outline a persuasive structure – Follow an order that is rooted in psychology
  • Communicate with the client Ask questions early, build relationships, and remain visible between tender submission and decision
  • Get feedback Find out why you lose AND why you win

If you wish to win a man over to your ideas, first make him your friend.

Abraham Lincoln

Write winning

Improve your structure, persuasive writing, and demonstrate value.

  • Assess your writing style Remove corporate and technical jargon, passive tense, and non-committal terminology
  • Correctly order the bid document Structure your content to match your audience and understand how to write persuasively
  • Keep it simple Understand writing style and what make it easier to read
  • Focus on your client Uncover their issues and desired outcomes to offer a compelling solution and the right experience
  • Identify your differentiators Focus on the ones that are relevant
  • Demonstrate value Justify and explain your fee
  • Make a document bespoke Make the important points stand out, help the client to navigate through sections easily so that they absorb and retain the content

If you would persuade, you must appeal to interest rather than intellect.

Benjamin Franklin

Nail the

Communicate with the client, understand your audience, and use appropriate visual aids.

  • Contact with your client before the presentation Find out what you need to focus on
  • Understand your audience type – Persuade different people in different roles
  • Set a persuasive structure – Focus on them first and you second
  • Use appropriate visual aidsKeep your audience engaged
  • Close the pitchAgree next steps and actions
  • Follow up Keep in touch

People who know what they’re talking about don’t need PowerPoint.

Steve Jobs

Negotiate your fees

Give options, explain your fee, and negotiate to demonstrate value.

  • Understand who cares about the fee Break down your fee structure to reflect your audience/reader type
  • Give options Reduce their negotiation with you by offering more than one fee structure
  • Explain your fee Help them understand your fee so that you win on value
  • Negotiate back Hold your position so that you don’t give too much away

In this world, you get what you asked for; you have to ask correctly.

Chris Voss

Identify why they should appoint you

Review feedback, identify your differentiators, and focus on your client.

  • Review feedback on current/recent projectsUnderstand why clients choose you and what value you bring over your competitors
  • Identify what makes you different and better Make sure they are differentiators that client wants and needs
  • Focus on your client Understand their challenges/issues/problems and identify their objectives/goals/outcomes

A single question can be more influential than a thousand statements.

Bo Bennett