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Demystifying Client Selection Process Through Client Analysis Methods

Code: 14110-DL

List Price:  $0.00

List Price:  $299.00

Member Price:  $199.00

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"They" say that understanding is the key to success -- and when it comes to securing your next project, "they" are right. 

Understanding social styles/personality-types and their effect on your clients' decision-making behavior enables you to craft an expert and appealing capture plan that can increase your win rates by nearly 80%.

Join Don Sherman to examine the core process of successful effective capture planning that wins more work, even in highly competitive selections. You'll learn the best aspects of client analysis and well-established sales/marketing principles of the A/E industry’s top minds, including Miller Heiman, Dag Knudsen, and Glaser and McIntyre.


  • Rapidly analyze bureaucratic decision making to better understand your clients, their social styles, and how they behave in group decision-making
  • Count votes, scores, and approvals across selectors to accurately analyze your "win potential" based on the client's evaluation and selection process
  • Build a focused relationship development plan to consistently win competitive projects and even receive sole-source assignments without competition


Product Details:
Year Published: 2016

Number of Pages:
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