January 28, 2010 everything or nothing
It’s difficult, being a startup, to nail down precisely what it is that you do to add value to a client’s business.
When they call you, and we start the conversation, and they say to you “what can you do for us?” my immediate thought is “well, I’ll do whatever you want me to”.
But that’s not the right answer.
To add real value, to be a worthwhile asset, you need to be clear about your offering. You need to be able to tell them what they need. And you need to do it without coming off like a snake oil salesman.
I’ve been talking to a few people today who have asked me what the advantage to hiring a tender writer is. The answer is both simple and complicated. A tender writer removes the need to worry about the process. A good tender writer then delivers a document that’s as good or better than you could have written yourself, and they deliver it when they say they will. They manage the project so that there’s no huge surprises, in document delivery or specification or contract. They guide you to the end of the project and leave you feeling like you’ve submitted something of real value, something that will pique the client’s interest. They make sure you don’t have tender box remorse, that you don’t have too many sleepless nights, and they do that at a reasonable price.
What’s reasonable? Well, that all depends on how much you hate tendering, doesn’t it?
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