TCC IS-PMO Solutions Ltd.
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Years of experience in implementing Oracle ERP projects means that you can benefit from the agile 'Quick Win' toolsets that experienced Oracle Programme practitioners use to ensure fast, cost effective implementations.
What are the lessons learned from some of the UK's major ERP programme implementations? Read more.
Having a route to market, defining your 'Unique Selling Points', and producing your sales collateral are all key parts of winning new business. But taking a holistic approach - from first contact with the client to understanding your decision guidelines will help any 'Solution Integrator' (SI) to understand whether to bid at all, and once you have decided to bid on an ERP RFP or ITT, you must then understand how to win it (as distinct from 'how to deliver it' described in the sections above).
How can a Seller influence the Buyer who is responsible for securing the service to be procured? Huthwaite SPIN techniques enable an SI 'seller of services' to understand and define the Buyer's requirements in order to better direct the Response Process:
The Huthwaite approach will help you to determine:
I can advise and assist in defining your Win Strategy and ensure that you manage each stage of the Bid Plan.
Once you have completed your Sales Review process and decided to bid on a Client Proposal, how can you manage the Bid effectively - from positioning through opportunity assessment through to Proposal planning, development and finally, execution? Essentially, can you deliver what you have bid for? The Shipley Management Approach to Bidwork enables you to capture, manage and check for understanding at every stage of a Sales Bid through the Rainbow Management Events approach.
The Shipley Rainbow Approach will help you to develop:
Below are images of Sales & Customer development bidwork from previous clients:
(Gold Hat Competitive Analysis Stage Image - © Shipley, 2011)