Module 1 : How to Capitalise on An SME’s Natural Advantages
48 Pages + Cover
Identify, investigate and become skilled at capitalising on the surprising number of inherent, universal advantages of being one of the “small guys” when going up against corporate competitors in a bidding process.
Module 2 : Coming in Under the Radar: Capitalising on Costly Corporate Arrogance
42 Pages + Cover
One of the most readily available competitive advantages an SME has over its bigger, well-heeled competitors, is the opportunity to capitalise on the average large corporation’s extraordinary, and very counterproductive, degree of arrogance.
Module 3 : Differentiation, Positioning & Asymmetric Warfare
38 Pages + Cover
Turn “the IBM factor” on its ear, by learning the foundation of successful differentiation, both at a company/industry level, and also at the level of an individual bid/tender competition.
Module 4 : Flexibility, Customisation & the Broader Definition of Value
26 Pages + Cover
While your big-name competitors are lauding their size, their big-brand strengths, and their ability to pack multiple bells and whistles into their offer, learn how to identify the customer’s (deeper) definition of value for money as well as non-price-based value.
Module 5 : Typical Assessments I’ve Made of Corporate Clients’ Submissions
35 Pages + Cover
An amalgamated and summarised commentary typical of the evaluation reports I’ve produced over the years for large, corporate sector clientele.
The smartest way to learn is from the mistakes of another. And there are plenty here to learn from.