OasisLMS

Duration 15 minutes: In this latest video in our Mentor Moments series, competitive bidding expert Cathie Moreira explains how high-performing salespeople and teams win big contracts.

Salespeople working across all industries and sectors

UK and International

In this latest video in our Mentor Moments series, competitive bidding expert Cathie Moreira explains how high-performing salespeople and teams win big contracts. Cathie will discuss the key steps that can improve win rates whilst also helping sales teams to be more selective about the contracts they pursue. Cathie knows that competitive bidding is hard work and can be stressful with timescales that sometimes seem impossible to meet, but she says bidding plays a big part of the work-winning process and is immensely rewarding when you win. In this video her key advice will show why its important to know your client, assess the opportunity to make sure you can win the work, be meticulous, read all the documentation, measure your successes and learn from your experiences.

Key tips to stay ahead of the competition. How to qualify the opportunity by asking yourself tough questions to make sure the work and the client are both a good fit for your business. Advice on how to assemble a winning bid-team to make your proposal stand out and help you avoid unnecessary stress and additional work. How to assess the tender documents thoroughly and put together a compelling proposal.

CPD Points: One (when attending live) or half a point (watching the recording)

Cathie Moreira CAP CP.APMP FF.ISP, group bid director, Currie & Brown Cathie Moreira is the group bid director of Currie & Brown - a world-leading provider of project management, cost management, and advisory services for clients within the built environment. Cathie works with bid teams across the globe responding to requests for proposals (RFPs) and tenders. She has more than 30 years’ experience in sales, business development and account management. Her specialism is competitive bidding because responding to tender opportunities has always been a key feature in maintaining and growing sales. Cathie says: "Every request is different and navigating the client’s procurement process can be challenging, but we know that professional buyers need strong supply chains and our job as salespeople is to convince our clients that they have made the right selection by choosing our products and services. Therefore, we must become great at responding to requests for competitive bids."