Competition among services providers has never been more brutal.
Perhaps as much as 99 percent of what you do is perceived as similar to what your competitors do.The best way to win in competition – in RFPs and in the client competitions commonly referred to as "beauty contests" or "bake-offs" – is to understand the motivation and process driving the client's selection decision.
Meet the
Expert
About Bob
- 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.
Experience
Managing Principal
•
R.A. Potter Advisors
2000
—
Present
- Helps financial and professional service providers to find and communicate their unique value proposition to make it easier for prospective clients to choose them over alternatives.
President
•
RealBid
1996
—
1999
- Co-Founder
- REALBID was an institutional real estate buyer seller matching service.
- Merged with Comps.com (verified commercial property sales comparables) in 1998
- The combined company was sold to Costar Group in 2000.
Country Manager
•
MBIA
1986
—
1996
- Country Manager for Australia and Asia
- Western Regional Manager
- MBIA (NYSE: MBI) is Municipal Bond Insurance Association is the largest bond insurer.
Education
University of California, Berkeley, Haas School of Business
MBA, Finance, Marketing, 1983
Santa Clara University
BA, History, 1977
What People Are Saying About Bob
Outstanding experience. Bob Potter immediately became a trusted peer for us. Masterful job of challenging our assumptions and mitigating confirmation bias. Bob was exceedingly knowledgeable of our challenges while also skilled enough to work us through the Socratic process!
CEO
MobileRQ
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Packages with Bob starting from $400
Your Expert Package Includes:
Best Practices
Access to ALL Best Practices authored by TrustedPeer
Expert Bob Potter on this topic.
Pre-Meeting Discovery Process
Review and analysis of your issue with pre-meeting discovery questions by Bob, followed by
a 30- or 60-minute one-on-one call.
Sample
One+-on-One Call
Your (+colleagues) meeting is directed and focused from the first minute.
Meeting Summary Report
After your call, Bob completes a Meeting Summary Report to provide you with the
session’s discussion topics, analysis, assessment and recommendations for next steps.
Sample
Post-Meeting Engagement
After your meeting, continue your relationship with Bob
on your own, or with TrustedPeer’s support.