Fresh Perspective.

Lasting Results.

sales

RFP Responses: The Winning Formula

& Sales.

An RFP (Request for Proposal) is issued as part of the procurement process to allow multiple suppliers to competitively bid on providing a product or service. If you are responding to RFPs as a business channel, employ these best practices to win more contracts more often.

Creative Market Segmentation

& Sales, Strategy.

I’m in the market for a house. We relocated to Vancouver a couple of years ago and decided to rent until we were more established in the new city. But with two small children and two growing start-up businesses, it’s time to put down some more permanent roots. Now that we’re looking at buying, I find myself closely analyzing the options for contractors and interior designers.

Key Supplier Attributes

& Sales.

“We offer the highest quality, the best service, and the lowest price. You can have any two you want.” – Unknown Salesperson There are many attributes prospects are looking for from their supplier and the salespeople who say “they all just want the cheapest one” is doing your company a disservice. Describing your prospects’ possible… Read more »

3 Marketing Best Practices

& Marketing.

Similarly published in Business in Vancouver: Marketing Best Practices BIV – Oct 19, 2010 Over three consecutive days last week, I was Bill Murray in Groundhog Day. I met with a different client each day and observed each one of them try to ignore the same marketing best practices in their strategic planning sessions. The… Read more »

Getting Good or Avoiding the Bad

& Sales.

bad note, good note

“Prospect Theory” was first published in 1979 by Kahneman and Tversky, and though many would think it was about finding new business, it is instead, a theory that looks at how people make choices between alternatives. The purpose of this article is to explore how people make choices and how you can apply this knowledge in your pursuit of persuading people, whether they are your clients, your staff or your manager.