Complex Decisions – The Amazing Race Meets Pricing Decisions

 
   
 
Current Publication
 
 
   
   
 

Next Newsletter
August 15th, 2014

Please feel free
to forward this email.

   
 

Aerospace BizDev News from Linda Wolstencroft
Newsletter #37 –
July 15th, 2014

What do the Amazing Race and the Pricing Decision Have in Common?

Linda Wolstencroft’s monthly Newsletter offers business leaders insights on business growth in complex situations.

The Amazing Race consists of contestants faced with finding ways to overcome challenges to arrive first in any situation thrown at them.  The decisions contenders make during these challenges, such as what they will do and how they will do it, lead to a direct result of them winning or losing. 

In the domain of complex selling, other attributes have a huge impact on the nature of the sale and whether the sale is made, but the variable of price is one that is most often troubling.  Just as the Amazing Race contenders prepare for the race by improving skills they believe they need, businesses attempt to deal with the pricing decision by developing pricing models.  If developed correctly, these models are useful; but as in every season of the Amazing Race, the challenges are different – and so too is every pricing decision.  

I once worked with a company whose pricing model counted up all costs and all possible risks (even risks that had low probability of occurring and a minor impact) yet lost almost every project they bid on.  Make sure that this isn’t how your pricing model is built because I can assure you that your winning competitors don’t do it this way.  After changing its pricing model, this company became more successful in winning complex projects.

To learn more about the pricing decision refer to my Newsletter from February 2012 at http://www.aerospacebizdev.com/NewsletterV8-2.html.

This Newsletter has addressed the complex decision of pricing.  The decision on price and financial terms is one set of nine complex decisions that are required when developing the winning solution for a complex sale:

.........................................................................................................................

2014 AEROSPACE, DEFENCE AND SECURITY EXPO (ADSE) August 7th and 8th, 2014 – Abbotsford, Canada

I would like to invite you to register and participate in ADSE 2014 - the Aerospace, Defence and Security Expo, the industry Business Event presented immediately before the Abbotsford International Airshow

Why: Access to and Network with Senior Government Officials 

  1. last year's ADSE involved 4 federal and 2 provincial ministers with numerous key departmental officials and RCAF senior staff 
  2. anticipating an even better government engagement this year

Access to and Network with Senior Industry Executives from OEM's and Supply Chains

When: August 7 & 8 immediately before the Abbotsford International Airshow August 8 - 10, 2014

Where: Abbotsford, BC 

What: Western Canada's key Aerospace Industry Event presented before Airshow weekend

Strategic panel discussions focused on Defence Procurement, Commercial Opportunities and Supply Chain issues

Exhibition to showcase your products and services with invaluable networking opportunities

Who:  You and your team of aerospace industry leaders!  300+ participants and 50+ exhibits

How:  Register on-line and see all details at http://www.adse.ca.

.........................................................................................................................

NEW SEMINAR – "CUSTOMER LOVE" – DELTA CHAMBER OF COMMERCE, September 25, 2014 – Delta, Canada

“Can’t live with ‘em, can’t live without ‘em.” It’s the glaring truth about our customers. How can we reconcile the conundrum and achieve the right balance? Learn the top three approaches to customer relations and discover how to unearth the real story buried within your organization’s perceptions and anecdotes. Choose your own optimum solution and learn the simple actions you can implement immediately to radically improve your customer relations.     Read More>

.........................................................................................................................

“RED TEAM REVIEW” - LINDA WOLSTENCROFT’S PROPOSAL Exposé, Dramatically Growing Sales

This unique service is offered by one of the few experts in business development in aerospace. Learn from over two decades of developing and reviewing proposals – dramatically improving clients’ success rates of winning new business from government and the military, airlines, helicopter operators, OEMs and prime contractors, throughout North America and internationally.

This essential service will change the game for your business development efforts and significantly increase your probability of winning.
  
Outcomes you will gain:

  • Set a winning strategy
  • Align your entire proposal with your strategy
  • Boost your technical, management and past performance scores
  • Identify key areas of weakness and make them irrelevant
  • Mitigate risk areas
  • Avoid the business killer:  being non-compliant
  • Add dynamic material that captivates the evaluators
  • Escape the doldrums of boring sections
  • Creatively use visuals for best impact and maximum points
  • Make it easy for the evaluators to see your value

Your proposal will be dramatically improved AND you will be able to generate better proposals in the future.

This service is available when, where, and through the best medium for you.  Contact Linda for more information.

......................................................................................................................... 

THE BUSINESS DEVELOPMENT COACHING PROGRAM – Gold, Silver and Bronze Levels

Improve your performance like you can’t even imagine.  Learn how to land the big sales.  The coaching program is a highly effective way of learning what you need, when you need it.
Read More>

.........................................................................................................................

If you wish to unsubscribe please contact us, or use the link at the bottom of this email

Aerospace BizDev Inc. - 5057 2A Avenue - Delta, BC V4M 3N6