Like all of us, the people who make buying decisions in the federal
government are influenced by their own biases, perceptions, and views
of the world. Although the government uses an ostensibly objective
numeric scoring system to evaluate proposals, in the end it's a person
who assigns the score. It's not much different from when your teachers
graded you way back when. A proposal evaluator reads a submitted resume
and decides the person on the resume is graded out at a score of 87 out
of 100. Why not an 85 or 89? Because it is a subjective process and all
procurement decisions boil down to a subjective judgment no matter how
sophisticated the scoring scheme.Scoring usually doesn't occur when
products are purchased, but essentially the same thing happens. A buyer
may say that product pricing, a particular feature, fast delivery time,
or the availability of an extended warranty is his basis for selecting
Product A over Product B. In fact, Product A and B may be virtually
identical; the difference is that the seller of Product A employed a
more effective sales approach. Whether buying one million
paperclips or a $10 million software system, the most important factor
in making the sale is usually what the buyer has learned from
salespeople. A salesperson's goal is to make a sale by helping buyers
make informed decisions.
Information garnered from a vendor's
references, from colleagues who have past experience with a vendor, and
the general reputation and brand identity of the vendor all contribute
to what comes down to a buyer's subjective decision based on value.
Executive Breakfast with Proposal Architect Author, Richard White
Is
your company experiencing proposal writing problems? Join the crowd of
most federal contracting companies. Learn why your proposals are less
than successful in this two hour breakfast training event.
Join us on Monday, October 22, 2007 and hear Richard White, author of the Proposal Architect address:
- Defensive proposal writing
- Advanced proposal writing techniques
- Features and benefits of the Proposal Architect
- Demonstration of the Proposal Architect
Schedule:
8:30 - 8:45am - Registration & Networking
8:45 - 9:15am - Advanced Techniques
9:15 - 10:30am - Product Demonstration
Location:
The Federal Sales Academy
3 Bethesda Metro Center
Suite M020
Bethesda, MD 20814
Cost: $100 per person
Directions to location:
http://www.fedmarket.com/seminars/academy-3metro.shtml
Author's Bio:
http://www.fedmarket.com/about/rwhite.shtml
REGISTER HERE
Register online or call 888.661.4094 x 8 to reserve your seat.
If you are unable to attend, arrange an online demonstration with the author of the Proposal Architect call 301.652.9504 x 110.
| "Rolling the Dice in DC" by Richard White
The Definitive New Book on Federal Sales
Sales Wisdom from a Long Time Player in the Federal Sales Game
Learn more
Price: $22.00 (includes shipping)Buy Now! |
If you need help with any other product sales, call or write as follows: (888) 661-4094 x 8 or sales@thefederalmarketplace.com.
