Meet the Expert
Bob Potter
Managing Principal, R.A. Potter Advisors
- Teaches service providers how to win in competition and retain and expand committed client relationships using the Third Level Selling and Services principles.
- Clients by sector: real estate - Eastdil, JLL, Colliers, CBRE, Avison Young; financial services - Morgan Stanley, GE Capital, Wells Fargo; professional services firms - Baker Tilly, Slalom Consulting, ROI Communications.
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Your Meeting Package Includes:
- All 7 Best Practices
- Pre-Meeting Discovery Process
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- Meeting Summary Report
- Post-Meeting Engagement
Winning in Competition: Strategies for RFPs and Bake-Offs
Managing Principal, R.A. Potter Advisors
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To a prospective client your message sounds very much like your competitor's. Create clear customer preference by adding proof, relevant stories, benchmarks and testimonials.
Your value is not in your solution – without client problems your solutions have no value. Focus your communications on client problems to increase your value to clients.
Differentiate on the client – find and align to what is unique about them instead of forcing the client to differentiate on you.
Pay more attention to your long-term clients and treat them better than prospective clients.
Focus on improving the skills level of your elite performers.
Client acquisition/retention involves more than mastering theory; it requires building complex skills through deliberate practice. Your goal is to change behaviors and outcomes not just change minds.
Commit to building strong relationships and deep connections; it will increase your win rate by 200-300 percent.
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Winning in Competition: Strategies for RFPs and Bake-Offs:
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