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Engaging effectively with clients to win more business

News item added 24th June 2009

In the current and challenging economic climate the pressure has arguably never been higher to ensure that your teams bidding for business understand the relational aspects of decision making.  People buy from people. And people buy from people they like – especially when that business relationship will need to last over months or years. Tighter budgets mean more is at stake and most companies need to maintain or increase their “hit rate” of wins per bid.

Understanding and engaging effectively with potential and existing clients is often the key to success. Demonstrating emotional intelligence in interactions through the bidding process can make all the difference. Your teams need to align themselves with the core values and behaviours of your potential client groups in the early and critical interactions.

Self-understanding is at the core of both personal and interpersonal effectiveness and our experienced team are highly skilled in the tools and techniques of building self awareness through observation, input, experiential exercises and the creation of the culture and environment for self- reflection.

JSB has a strong track record in designing and delivering innovative development solutions with organisations and companies that bid for long-term and high value projects. We draw on the skills and expertise of a highly experienced team with capabilities across subjects and sectors, which ensures quality and depth of input and facilitation.

Our Approach

The design of our workshops ensures that participants integrate new skills and awareness “real time”. We build a platform for sharing structured feedback, demonstrating collaboration and teamwork.  In the preparation phase, we work closely with you to identify the particular strengths, weaknesses and challenges facing each group/bid team. We work on real issues, real bids and real clients, so that all of the contact time is, and is experienced to be, of maximum relevance and benefit to those involved.

Our workshops are designed to meet the needs of each team; however we will tend to focus on following 3 critical areas:

  • Providing new ways of thinking
  • Providing added value tools and techniques
  • Modeling effective behaviours and skills through active learning methodology

Each workshop promotes learning in each of these three areas by adopting a highly interactive and dynamic format. We believe that learning is most effective when it is both conceptual and experiential and immediately applicable to the very real challenges facing participants. Therefore participants are equipped with the tools and skills to develop their emotional intelligence; to effectively influence individually and in groups; and to understand how to build and maintain effective business partnerships which can they use immediately. 

If you would like to talk to us about how we can help you to develop the relational aspects of your bidding processes, please call us on 020 8371 7012 or email Jan Rhatigan