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Neutralise your weaknesses in a business proposal. There are two types of weaknesses: the real weaknesses and the imaginary weaknesses
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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!
© Green Growth Consulting
1. Do a SWOT analysis
2. Identify all your weaknesses perceived by the client
3. Categorize your weaknesses by Real weakness Imaginary weakness
© Green Growth Consulting
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.
© Green Growth Consulting
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
© Green Growth Consulting
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
© Green Growth Consulting
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)
© Green Growth Consulting