Many component manufacturers find themselves falling into a bad-habit trap of competing based on price and delivery.

The pressure from customers’ procurement departments demanding price concessions is immense. The competitive disadvantage of size reduces negotiating power. The pressures of time to get as many quotes out the door as fast as possible is immense. And the reward systems for the salespeople, encourage them to pressure the quoting staff to “sharpen their pencils” and tighten profit margins.

This talk will show sales managers, salespeople and business owners how to mitigate all of these pressures and win more (and more profitable) business form large customers and well-established competitors without have to revert to pricing.

As one business owner/practitioner in the extremely price competitive automotive market said of these techniques in an unsolicited message:

“We just won a HUGE program that, alone, will increase our annual revenue by 20%. I wanted to thank you. We incorporated numerous techniques from the previous proposals that we worked on with you. This was a very competitive situation with 10 bidders and ultimately, “we knocked their socks off”. Not sure we would have won this had we submitted this proposal using the same approach we used prior.”

This presentation will share these techniques and disciplines.