A 2007 research programme, 'Winning Companies: Winning People', involved participants from over 4000 organisations and, among other things, identified the top 10 critical success factors for competitive bidding. The top 5 were: 1. Understanding the value/benefits customers expect to gain from your products/services. 2. Understanding the cost of ownership issues that impact customers’ decisions about…

BPIR Categories

4.2.1 Manage sales & sell products & services
4.2.2 Negotiate terms
2.1.1 Analyse & understand competition
2.1.8 Understand the internal environment/performance

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