How To Win Contracts Without Bidding

Are you bidding contracts?  Fighting with your competitors direct neck-to-neck on paper, hoping you'll have the "right" numbers to win the contract.  This is not a way to create and keep profitable customers.

In catching up with reader surveys I found one reader who in the next 12-months wants to ...

"Bid with the right number and than if lost, it's because someone else bought the job; not because of a silly overpriced bid."

Let's look at this from a different angle, what if you could get the job without having to bid, because your buyer demands to buy only from you.  Even in industrial and professional services areas, even if no one else in your industry gets away with this, you can ...

Win more contracts without bidding:

• Position your company as unique in specification and functional value,
• Learn how to attract buyers to you first before a project goes to bid,
• Help buyers configure a sole source justification around your company,
• Provide access to your experts to help designers create the right custom solution,
• Use every interaction to cultivate strong buying relationships from you,
• Provide strong measurable service starting before decision makers purchase,
• Be available to support requests for proposal (RFP) development,
• Demonstrate value through customer testimonials and social proof,
• Make it difficult to compare your solution with any other available,

When you fight for the best price, bids or no bid, you'll always lose over time.  This is because you cannot lower price below cost, unless you want to go out of business.

Worse, business-to-business customers don't buy on price.  While it's always the first thing out of their mouth.  Executive level decision makers purchase on value.

Even government contracting, a market traditionally all bid, is awarding larger contracts with line item specifications to allow best value purchase decisions.  Are you presenting the best value?

I encourage my clients to be the premium provider in their industry, contrary to what anyone else thinks will work or not, position what you offer to let customers decide.  When your buyer knows you have high value, every price is the right price.