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Competitive Strategies for Winning Pursuits

Code: 13918-DL

List Price:  $0.00

List Price:  $299.00

Member Price:  $199.00

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Our definition of a strategy is a plan for achieving a specific result.  The earlier you formulate a competitive strategy for winning a project, the faster you can direct your firm’s positioning activities.  We repeatedly see consulting teams brainstorming the technical aspects of a pursuit, but paying almost no attention to formulating a winning strategy.  While brilliant engineering ideas are great for building bridges, they won’t always help you understand the minds of the members of the selection committee in order to win their vote.

This webinar will focus on the fundamentals of developing a solid strategy for beating the competition.  We will address how to brainstorm possible strategies, confirm their resonance with the client, and ways of messaging them in proposals and interviews. 

Being selected for a key project can be accomplished through a number of equally valid strategies.  There are a wide range of variables to consider, the most important of which is the selection committee’s personalities and values.  For example, if the selection committee values financial considerations over technical solutions, then time and money invested in highlighting your engineering skills will be wasted.

In addition, we will address the importance of positioning to improve your chances.  The goal of positioning is to become established as the front-runner through a series of planned activities based on your competitive strategy.  We will discuss client contact, listening skills, the role of technical development, teaming, and the development of written capture plans.

Learning Objectives:

  • Understand the characteristics of a competitive strategy
  • Learn how to formulate a competitive strategy
  • Learn how to position your firm with a client for a pursuit, based on your strategy
Product Details:
Author(s): Glaser Harold
McIntyre Charles

Year Published: 2015

Number of Pages:
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