Procurement Solutions
The path to winning long term frameworks needn’t be a minefield – you just need the right road map.
Winning long term frameworks needs a new pattern of thought… yes, clients assess technical capability when looking for a long term partner, but when faced with long line of competent contractors, how do they make a decision? What they are looking for are the things that make your company stand out from the competition - your differentiator.
A contractor that is: visibly empowering their people; focussed on the client’s needs and not their own; and has a clear vision of success for the company, client and supply chain alike; will certainly come up on the client’s selection radar – and yet this is where most companies let themselves down. Contractors are missing valuable opportunities to win work, by failing to recognise the opportunity to promote themselves to clients at both PQQ and interview stage.
This doesn’t mean a need for a slick ‘sales and marketing’ approach- quite the opposite, what it does require, is a contractor that is familiar with the ‘new’ language of partnering in order to understand what the client is looking for and provide them with it.
As part of the suite of tools NFB has to offer members in this area, we run ‘Bid to Win’ programmes for those contractors looking to gain an understanding of today’s procurement language. Please contact you regional office for further details, or alternatively contact the NFB Training Team on 0845 0570041/2.
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