The three simple techniques to get you through the reluctance to call the customer. First and foremost, know what’s allowed and what is not, Second, do not go in cold and Third, prepare how you are going to introduce yourself, and what questions you are going to ask, but do not worry so much about what to say. At OST, we often get a call to line up proposal support for an upcoming RFP. We hear that “RFP is about to drop, so send us a proposal manager, pronto.” Instead of reaching out to our consultants, however, we first pick up the phone and call the contracting officer to find out whether the RFP is truly expected to drop on the stated date. Sadly, often our prospective clients operate with old capture data. They ramp up, spend the money, and all the while they don’t do the simplest thing – pick up the phone. Same during the capture process – many times companies COULD find out from the customer what the customer really needs, but they don’t. It’s true that many govies won’t talk to us, and many of us have become gun shy. We are afraid to reach out…. Read full this story
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