Part 2
Focusing on Your Customer
IN THIS PART …
Find out why a proposal is all about your customer and not about you. Acquire tactics for creating a strong business connection, not just a customer-vendor agreement, and see how you can turn that connection into a long-term, mutually beneficial relationship. Use your customer’s words to help cement that relationship.
Understand the difference between complying with your customer’s requirements and truly responding to its needs. Practice shredding a Request for Proposal (RFP) to ensure that you address every customer need. Discover how to read between the lines of a customer’s RFP to identify its unstated needs.
Scope out the competition with research tips, analysis techniques, and tools that help you shine a light on their weaknesses while subtly touting your strengths.
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