How Would You Describe Your Business Development Teams “Discipline”…?

By Sid Chadwick

“You can’t go out and practice average on Wednesday….average on Thursday…. OK on Friday….and then expect to play well on Sunday…”……Tom Brady

INTRODUCTION:

One of my more passionate lessons deals with….Quote Letters.

Or should I say…Generic Competitor Quote Letters, with Specifications & a Price.

Recently, we experienced a Sales Team that was hungry for what I’ll call, “Developing a Competitive Edge” – in their “Quote Letters” (meaning – “something more for their Buyer, that their competitors didn’t offer (and… probably didn’t know about – or understand).

Upfront (i.e., above the pricing) - in the Quote Letters, this Client’s Inside Reps began offering on their Quote Letters:

1. A promise to notify in advance, when to expect the Proof.
2. A notice in advance – of any change in delivery expected.
3. A one-day advance notice – of when to expect delivery.
4. A one-hour notice of – who signed for delivery.
5. What Delivery Service was to be used (…and NOT used).
6. At least one Option for (1) improved costs, and/or (2) improved Quality.

Sometimes, their Inside Reps added a copy of a recently published article re. (1) their customer’s accomplishments, (2) a charity they support, or (3) savings they had found for a different project – for that customer.

The message seemed to be clear: “We work to make sure you receive more – with us….!”

SUMMARY:

Options create opportunities for a discussion with your Buyer – often leading to – only one supplier in the discussion.

Note: “Useful Information” creates “Elevated Differentiation” for the Supplier.

“People do not decide their future….they decide their habits….and their habits decide their future”…F. M. Alexander, Top Leadership Quotes of 2021.