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Spot the Mistakes Business Etiquette - PowerPoint

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					Differentiate
   The world has changed.
 There are far more choices,
but there is less and less time
      to sort them out.
       In the initial RFI review,
evaluators aren’t looking for a winner
   – they are looking for reasons
            to eliminate –
     and many times QUICKLY!
            Simply,
who meets the initial, key criteria?
        Study, study, study
              the RFI!
(that is, you and your highlighter)
Put yourself in the client’s shoes -
 be it a consultant or company.


Think evaluation checklist!
Differentiating


              Make sure
           your community
          can actually meet
     the RFI’s initial, key criteria!
           Take the
    initial RFI response
      and concentrate
          on adding
      to differentiate
your community’s response!
    Forget cookie-cutter!

Treat each response special!

When they open the RFI gate,
    give it all you have!
Your response should be approached
  from the consultant’s/company’s
            point of view.

Remember, what they need to know
  should determine the content.
      Focus on the ease
of evaluation when responding.
Differentiating

      Develop a cover letter in which
    the key criteria is fully addressed.

           Make sure the letter
          can stand on its own.

          Master the details.
        Make sure your message
           can’t be missed.
 The 25-acre site, under the ownership of Anytown Industrial
Authority, is located in our 200-acre Commerce Industrial Park.

   The park’s current companies – Triumph Inc., Energized
International and Yummy Foods - easily reach Interstate 14 which
is three miles by way of our four-lane U.S. Highway 77.

  The park’s 12-inch water line and 8-inch sewer line can address
your 70,000 gpd with our current excess water treatment capacity
of one million gpd and sewer treatment capacity of 900,000 gpd.

  To save you time, a Phase One environmental report has been
conducted with no challenges noted. Soil borings have also been
performed.
Differentiating


   Include the benefits with your features
              To save you time
            To save you money
             To reduce your risk


      Prospects don’t want facts;
          they want answers!
  They want answers to their situations
          and their concerns.
Differentiating


       Trade the buzz language
      for community statements
            of substance.

           It’s about your
  compelling/persuasive evidence!
Differentiating


          Set the benchmark.

    Use your community’s advantages
      not only to cast favorable light
            on your community
     but to cast shadows of concern
           on your competition.
Our population base of 245,000
  within a 20-mile radius of
  Commerce Industrial Park
    offers a generous pool
    of potential employees
  for your workforce needs.
Differentiating




  Turn any negatives into positives.
  No one is inspired by the negative.
Differentiating



       Your cover letter needs
           to mirror the RFI
   making it simple for the evaluator
    to complete his/her checklist
   when it comes to your response.
Differentiating


  Give the prospect what they request.

       Avoid throwing in everything
    from generic marketing brochures
            to a wage survey
               “just in case”
           they might want it.
Differentiating



  What is stated in your cover letter
        should be consistent
         with what is stated
   in any supplemental materials
       and on your web site.
Differentiating

          Check your numbers
      against national databases.
      The evaluator might only be
  confirming his/her earlier homework.

  Don’t have your community pretend
        to be something it isn’t.
Differentiating



    With site and building photos,
             take the time
         to define and label.

 Don’t leave the evaluator guessing.
Differentiating




    Oh where, oh where are you?

 A strong vicinity map speaks tons!
Differentiating


      Remember different people
    process information differently.
       Some scan - some skim.
  Some are into visual - some verbal.

       Make sure your response
 is user-friendly for various audiences.
Differentiating



    Really separate from the pack
         with a “customized”
         executive summary.
        Give it a look different
    from the rest of the response.
Differentiating



         Completing “their” RFI form?
 Differentiate your questionnaire responses
              with a different color
       or at least bolding of responses.

               Add your logo
   to the bottom of each page if possible.
Differentiating


      Call on your review buddies.
            Don’t go it alone.
     As the author of the response,
            you may not see
    obvious grammatical mistakes or
           gaps in information
     that others will spot right way.
Differentiating

               Emailing?
            Do a test run.
       Send your RFI response
      to your review buddies and
    make sure everything being sent
      can be received as desired.

      Be sure and label your file(s)
      for clarity and understanding.
Differentiating



     Make sure your enthusiasm
           for the project
         and your passion
        for your community
          is most evident.
                “Do whatever it takes.
      There is very little traffic in the extra mile.”
                                             - Anonymous

                 “Shoot for the moon.
    Even if you miss, you’ll land among the stars.”
                                         - Anonymous


“Don’t be afraid to give up the good to go for the great.”
                                          - Jim Collins
Thank You for Letting Us
   Be on Your Team!
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HOW TO WORK WITH A PROSPECT
      DO’S AND DON’TS
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 Preparation leads to Relaxation

 Submit Data – Don’t Overwhelm

   Plan the Site Visit (Flexibility & Humility)

 Professionalism: Be More Than They Expect

 Business Etiquette

 Follow Up

				
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Description: Spot the Mistakes Business Etiquette document sample