Serious – Looks at the CVs and puts one maybe two CVs on the desk of their client, each of these potentials has been thoroughly vetted, and (shock horror!) they have actually met the contractors before attempting to place them.
If you live in an area which gets a great deal of snow, you probably own a snow shovel and get a lot of exercise shoveling all that beautiful white stuff off your sidewalks. If you’re fit, then certainly you’ll have no problem with that shoveling…unless you’ve got three sidewalks and a driveway to do! Everyone reaches a point when its best if they don’t do that kind of hard physical activity – and that’s where the snow blower comes in.
The next one is the two-stage, with larger 4-stroke engines. The name refers to the impeller that throws the snow out of the trash chute doors once its chopped by the auger. You’ll need one of these if you usually get more than 6 inches of snow at a time, or have to clear any areas with gravel. There are wheels that keep the auger higher than with the single-stage, so gravel isn’t a problem.
To me the lesson is clear. If you aren’t involved in discussions with the buying organisation before the RFP arrives your chances of success are so very small that you should ‘no bid’ and save the time and expense. But not before you have tried this. Insist on meeting at least the RFP’s gatekeeper to understand the drivers for the RFP. Ideally, you want to meet with the sponsor and the people who would be using your product or service. If these requests are denied you are probably going to be what US sales guru Mike Bosworth, calls “column fodder” – the buyer wants to have multiple firms responding so they can demonstrate that they have done a thorough job of gathering competitive bids.
Thus how will you help your own development? Well 1st of all try what your company or your companies chutes parts is providing when it involves sales manager training.
Being exposed to different ways of doing things will expand your awareness and also give you additional skills that some of your colleagues are never aware of.
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