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  • Bid-Writing Tips for Geeks & IT Salespeople

    Bid-Writing Tips for Geeks & IT Salespeople

    15 Principles for Making Sense to Both the Technologically-Proficient and the Technologically-Challenged

    eBook, A4, 32 pages

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    About

    Selling technical solutions (or any product or service into which technology is embedded) requires special communication skill on the part of a vendor's business development executives. From one customer to the next, the degree of technical proficiency may differ markedly. Thus, the way the business development operative speaks and the bid writer (or contributing technical expert) writes must alter accordingly.

    It's a challenge . . . invariably, within the one audience are to be found the technologically learned, the reasonably or moderately conversant, and the outright challenged. Bidders / vendors must communicate a clear understanding of the business need and the benefits sought, conveying the relevant technical facts and features in a manner that is meaningful to those members of an evaluation team who are more vitally interested in outcomes than the actual technology. At the same time, they must communicate to evaluators who want the high-tech detail.

    Bid-Writing Tips for Geeks & IT Salespeople will help you speak to the hearts of those concerned only with the higher-level business objectives, and to the minds of the more technologically proficient.

    Author Jordan Kelly has formulated bid strategy and written numerous bids for the likes of Australasia's TelstraClear corporation, as well as for some of the world's largest technology (and technology-embedded product manufacturing) companies including, for example, Oracle, Siemens and Fujitsu.

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