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Session Description

Get a Clue! How to Win At Least 8-10% More Deals with Intelligence on Your Competition and Clients

Three of the proposal industry's foremost experts on selling to federal and commercial clients share their best tips on winning with better information. You'll learn the situational awareness it takes to:

  • Make scarily precise predictions about what even completely unknown clients want
  • Unearth the competition's performance metrics (including the embarrassing ones)
  • Discover the client’s culture and values in less than two minutes
  • Identify your competitors' strategies so you can outmaneuver them in the bid
  • Get inside the minds of the decision makers… even if you don’t know who they are
  • Counter your competitors' strengths and exploit their weaknesses to ensure your message comes out on top
  • Use criminally overlooked sources of intelligence on what clients really want but were afraid to include in the RFP

From now on, it won't matter how useless Sales’ information was. After attending this panel, you'll capitalize on your strengths, mitigate your weaknesses and always be in perfect sync with what the client wants.

Presenter Bios

Randy Richter
President, Richter & Company

Chris Richter
Vice President, Operations, Richter & Company

Chris Sant
President, Christopher Sant Consulting

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