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Competitive Dialogue Success

Ethan Hathaway

Training

In Dubai, Uae ()

Price on request

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Description

  • Type

    Training

  • Duration

    2 Days

1. Understand the objectives and constraints of the Public Sector team that are conducting the Dialogue. 2. Study how to create relationships that add value to the Dialogue process. 3. Discover methods to disadvantage competitors without being seen to 'rubbish' their proposals. 4. Practice conducting a simulated negotiation in these unique 'mid-sale' negotiations. 5. Understand how to improve your entire team's negotiating abilities. Suitable for: This course gives essential insight for anyone who is responsible for winning Public Sector contracts through the Competitive Dialogue process. It is particularly relevant to anyone leading a sales team or bid team focused on the public sector and to everyone who is part of such a team or a contributor to the Dialogue negotiations.

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Course programme

Competitive Dialogue Success training course is an advanced training course that deals with the complex situation affecting those who sell to national and local governments when they cannot specify exactly what they want.

Course Agenda Highlights:
  • Public Sector Wrinkles - Understand formal EU procurement practice, the European Journal, and the Competitive Dialogue process. Learn about the traps that catch the unwary, and what you can do to avoid them.
  • Intelligent Client – Find out what an “Intelligent Client” is and how that affects the procurement team’s approach to the negotiations. Always know what you need to do next to maximise your success rate.
  • Entering the Competition - Discover how to be invited to get involved in a Competitive Dialogue procurement and the hurdles you have to overcome to take part. Know your options if you are not selected.
  • Planning the Dialogue - Learn what you can do to best prepare for each Competitive Dialogue stage. Predict what will resonate best with the client’s team before the conversations begin.
  • Negotiating Success – Understand and practice the best negotiating strategies and methods to use in the Dialogue meetings.
  • Political Influence - Identify the right people, those who are, or will become influential in the decision making. Learn how to understand and allow for political factors. Uncover hidden friends and foes. Know what they can do within the rules and harness that power for you.
  • Building the Relationships – Study approaches to generate trust and respect from the client’s team. Find out how to limit access to your vital business information whilst responding to the client’s requests for increasing amounts of detail.
  • Turn around lost sales - Discover how you can still win, even after you have lost.

Additional information

Contact person: support@ethanhathaway.com

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Competitive Dialogue Success

Price on request

The best Sales Management courses

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