Big Deal Services —Plan to win!
Service firms can improve their win rate by 15 percentage points in
large outsourcing services pursuits and reduce their BD cost by a
Third. Here’s how:
Winning big deals is not only about rigid adherence to a sales process. Winning big deals is about being able to present powerful solutions underwritten by hard-hitting differentiators by articulate people that your client wants to work with. An imperative is to combine the rational elements of a deal with the political environment and the emotional part.
