Wandsworth Council VNEB Employment and 

Business Working Group 

Part One

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Bid Support ServicesIntroductory Session

What does Bid Perfect offer?

• Bid Management Consulting

• Critical Bid Management

• Bid Skills Training

• Bid Authoring

• Bid Reviews

• Editing & Proofreading

• Bid Personnel Recruiting

A quick thought experiment

Imagine you are in front of a potential client and you  are asked this simple question:

“What phrase most succinctly sums up why I should buy  from you?”

Let me hear some answers…

Feature based thinking

We are flexible

We have long experience

We treat you as an individual

We are renowned for quality

We will be here for you 24/7

We have very attentive customer 

services

Our range is the widest

Personal service

Many locations

Knowledge

Highly trained

4

The Common Buying Motives

5

Examples of benefits (with some  synonyms)

Saves (conserves) management time

Reduces or eliminates cost

Reduces (shrinks or diminishes) risk

Improves (boosts) staff morale

Increases (grows) turnover

Improves (delivers higher) margins

Increases (drives up) productivity

Reduces (eliminates) waste

Enhances (promotes, improves) image

Reduces environmental impact

Decreases (significantly lowers) staff turnover

Improves (delivers higher) quality levels

Increases (elevates) skills levels

6

Golden Rule Number Five

7

People do not buy what it is.

They buy what it does or will do for them.

They buy:

Real Benefits!Based on the Common Buying Motives...

WS   VM

WHY     E2

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