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Session Description

A World of Difference: Differentiate Yourself from Competitors to Double Your Profit Margin

As desire goes up, price resistance goes down. So how do you get the client to specifically desire you and your offering, regardless of price? How do you prevent competitors from being able to say, "Me too"? How do you avoid being the twelfth proposal in a row that claims to be "uniquely qualified"? Most differentiators in proposals come in one of two forms. Some are a vague list of unsubstantiated claims and boasts. Others are a hodgepodge of recent initiatives and technology investments that senior folks are eager to publicize. And then there are your team members who are sure you have no differentiators. The grass is always greener at a rival's headquarters. Yet Accenture research shows that differentiation results in twice the profit margin. We'll address common legal concerns and show you 6 easy ways to find and deploy differentiators to force the client to choose you and accept your terms.

Presenter Bio

Chris Sant
Christopher Sant Consulting

Chris Sant has trained and consulted on proposal improvement at engineering, IT, banking, HR and other companies with a combined market cap of over $325 billion. A graduate of Stanford Law School, he never lost a trial. He was named Consumer Lawyer of the Year and honored by the California State Bar. Chris offers proposal training, coaching and consulting on proposal best practices, developing value propositions, and turning small opportunities into larger, value-creating deals.

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