Passionate about winning deals
Bids are binary; if you do not win, then you lose.
Good day, my name is Martin Eckstein, and I am a passionate Bid Professional with an enviable win rate, tracking back over 30 years.
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I work with organisations to win a deal that really matters, increase the win rate and provide the team with support in their performance improvement.
Over the last 30 years, I have consistently won those key deals and held a win rate above the organisation’s target and those of my team colleagues.
I achieve this through using and sharing Bid Alchemy Thinking. Bid Alchemy means that we present the best offer to the customer, through ensuring that we focus on all the elements that can make the difference.
If you are keen to win that deal that is more complex or larger than your presales team usually manage or want to lift you win rate, please contact me (martin.eckstein@bidalchemy.co.uk) or please read on to understand why organisations can struggle to achieve this alone.
Increase your win rate with Alchemy thinking
Guides. Tools. Services. Passion.
Understanding Alchemy Thinking
Bid Alchemy Thinking
Bid Alchemy is a different way of thinking that can enable your teams to win more deals.
From my experience and acumen, I know that to win we need the right combination of art and science for each deal. The art comes from the experience, creativity, knowledge and passion of the whole bid team. The science is the undeniable rules that govern every activity you need to undertake to be confident of winning.
Bidding is the ultimate game of sales. There are the rules, the competition, and the prize. The team that plays this the best will win. Playing the best is undertaking the hard and smart thinking to beat the competition and win the hearts and the minds of the buyers (the customer).
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I use and share my Bid Alchemy thinking though tools, guides, and services. My approaches and tools are all compatible with the Shipley Associates Proposal Method. This means they become second nature for your presales team.
Increase the quality of your proposals and win more deals
Measuring the Quality of your proposals enables you to increase your Win Rate.
The best offering and price do not always win the deal. Sometimes the value is lost within a poor-quality proposal.
Most organisations deploy some techniques to review and improve their proposals. However, this is generally subjective where the improvements are the result of what reviewers think.
This does not provide a measurable way of ensuring that your proposals are of a quality to win the deal or implement an improvements programme to consistently improve the quality of your team’s output.
I have developed and have deployed a unique method for measuring the quality of each proposal using 8 core attributes: conformance, clarity, enticing, receptive, graphical, design, business case and competitive.
By deploying this, we can identify the attributes that need improving and ensure that we apply the right improvement actions.
The magic is that, by using this Alchemy Thinking, we create higher quality proposal that results in more wins.
By consistently using this approach we can implement continuous improvement for our presales team, enabling them to create higher quality output with a reduced need to edit. The measure can be a personal goal for your team members.
The 7% rule that increases your Win Rate
When you lose, it is usually by less that 7%. Small improvements make the difference.
The best offering and price do not always win the deal. Sometimes the value is lost within a poor-quality proposal.
Most organisations deploy some techniques to review and improve their proposals. However, this is generally subjective where the improvements are the result of what reviewers think.
This does not provide a measurable way of ensuring that your proposals are of a quality to win the deal or implement an improvements programme to consistently improve the quality of your team’s output.
I have developed and have deployed a unique method for measuring the quality of each proposal using 8 core attributes: conformance, clarity, enticing, receptive, graphical, design, business case and competitive.
By deploying this, we can identify the attributes that need improving and ensure that we apply the right improvement actions.
The magic is that, by using this Alchemy Thinking, we create higher quality proposal that results in more wins.
By consistently using this approach we can implement continuous improvement for our presales team, enabling them to create higher quality output with a reduced need to edit. The measure can be a personal goal for your team members.