上游充通大学 Building Relationships with Customers and Partners SHANGHAI JIAO TONG UNIVERSITY Relationships establish the foundation for successful funding and contract opportunities. 国 Relationship building requires being proactive and engaged. Establishing and building trust is key to developing effective and successful relationships with clients and partners. Building effective and successful relationships takes time and work;it doesn't happen overnight
Building Relationships with Customers and Partners Relationships establish the foundation for successful funding and contract opportunities. Relationship building requires being proactive and engaged. Establishing and building trust is key to developing effective and successful relationships with clients and partners. Building effective and successful relationships takes time and work; it doesn’t happen overnight
上游充通大学 SHANGHAI JIAO TONG UNIVERSITY Pre-RFP/Proposal Marketing Not wait until formal RFP solicitations are announced by customers before starting to develop proposals. To develop relationships with potential customers long before the customers prepare requests for proposal. Maintain frequent contacts with past and current customers and initiate contacts with potential customers
Pre-RFP/Proposal Marketing Not wait until formal RFP solicitations are announced by customers before starting to develop proposals. To develop relationships with potential customers long before the customers prepare requests for proposal. Maintain frequent contacts with past and current customers and initiate contacts with potential customers
上游充通大学 SHANGHAI JIAO TONG UNIVERSITY Pre-RFP/Proposal Marketing (Cont.) Be familiar with a customer's needs,requirements and expectations. The pre-RFP or pre-proposal efforts by a contractor are considered as marketing or business development and are performed at no cost to the customer. May prepare an unsolicited proposal Efforts are crucial to establishing the foundation for winning a contract
Be familiar with a customer’s needs, requirements and expectations. The pre-RFP or pre-proposal efforts by a contractor are considered as marketing or business development and are performed at no cost to the customer. May prepare an unsolicited proposal Efforts are crucial to establishing the foundation for winning a contract Pre-RFP/Proposal Marketing (Cont.)
上游充通大学 Bid/No-Bid Decision SHANGHAI JIAO TONG UNIVERSITY ④Factors to consider: ●competition o risk ●mission extension of capabilities reputation ·customer funds ·proposal resources project resources
Bid/No-Bid Decision Factors to consider: • competition • risk • mission • extension of capabilities • reputation • customer funds • proposal resources • project resources