Neutralising weaknesses in a business proposal

Neutralising Weaknesses in a Business Proposal

© Green Growth Consulting - www.GreenGrowthConsulting.comCreated by Christina Murias ( +44 800 804 71 56)

Even if you think you are the right company to deliver a contract/service,….

… your offer will always have perceived weaknesses.

In this presentation, we will show you how to address them!

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1. Do a SWOT analysis

2. Identify all your weaknesses perceived by the client

3. Categorize your weaknesses by Real weakness Imaginary weakness

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Real Weakness

There is a real weakness in the service or product you sell, according to the RFP specifications

Imaginary / Ghost Weakness

Weakness perceived by the client, BUT in fact there isn’t one

Warning!: competitors can create imaginary weaknesses.

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Neutralise your weaknesses

Real Weakness

• Acknowledge/identify the weakness in your proposal

• Describe the action you will undertake to neutralise it

Imaginary weakness

• Mention the ‘perceived weakness’ in your proposal

• Demonstrate it is not real

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Example of a Real weakness

Weakness Identified: Your company doesn’t have one specific skill that the RFP requires

Solution: You will hire a new member with

the knowledge and experience, or

You will partner with another company that has a track record

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Example of an Imaginary weakness

Weakness Identified: Waitrose is perceived as selling high quality and expensive goods (perceived weakness)

Solution: Create and advertise a ‘great value products’ offer (weakness

neutralised)

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