Win big deals
Dec 04, 2025
Proven advice to win big deals
I recently caught up with an old uni mate
One who's gone on to lead large companies at board level
After discussing rugby and other important things our conversation turned to business
He has simple yet effective guidance for his sales teams (sorry 'business development' people)
It's for 'elephant hunting' but works for all project sales
🔸1. Don't bid what you can't win
Qualify hard and be realistic
Don't be a busy fool and tie up valuable resources
Sometimes it's just not right for us and that's OK
🔸2. Get the customer to want you to win... not just bid
You might be there to make up the numbers - it happens
Don't let your ego get it the way
If you didn't know about this project until the RFP came out you have a very low chance
(Even if they say they "really want to to bid")
🔸3. Submit a compliant and compelling bid
Yes they may be asking for the 'wrong thing'... but that's what it's being judged on
No need to show off and explain how it could be done better as that won't impress
Make sure we are answering the questions not inventing a new tender
Simple enough guidance
But it's where common mistakes are made
Eliminate those mistakes with a solid sales process...
Are you ready to increase your sales?
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