Plan to Win
Interactive Workshop

Pre-Sales and Strategy That Set You Up to Win

 

Most bids are decided long before the RFP lands.

The pre-sales phase is where opinions are formed, preferences are shaped and emotional decisions are made. 

This workshop focuses on how to engage early, influence effectively and position yourself as the obvious choice before requirements are locked down.

 

What This Workshop Is About

This is capture done with intent.

We focus on how to use pre-sales time properly: understanding what really matters to the customer, anticipating the competition and shaping a clear approach to winning. The aim is simple: fewer surprises at RFP stage and a stronger starting position.

 

What We Cover

All content is grounded in real pursuits and real buying behaviour. Topics include:

• Understanding customer motivations beyond the written requirements

• Identifying priorities and hot buttons that drive decision-making

• Assessing competitor strengths and weaknesses to anticipate threats

• Developing a clear capture approach and win strategy

• Understanding price expectations and shaping a competitive solution

• Engaging customers early to influence thinking and direction

• Using SWOT analysis to inform positioning and actions

• Gathering evidence through metrics, case studies and testimonials

• Identifying gaps and unknowns early and closing them

• Developing solutions before the RFP is issued

• Creating clear, compelling value propositions that resonate.

 

Delivery

This workshop can be delivered virtually in two half-day sessions or as a one day face-to-face session tailored to your requirements.

 

What Delegates Leave With

A clearer understanding of how to influence before the RFP is issued.
Stronger positioning against competitors from the outset.
And practical knowledge they can apply immediately to improve win chances.

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