In the world of public sector procurement, knowing who to talk to and how to approach them can make all the difference. This blog post focuses on strategies for identifying key decision-makers and engaging with them effectively.
Identifying Key Decision-Makers
– Study the buyer’s website for organisational charts and department structures.
– Look for roles like procurement officers, category managers, and project leads.
– LinkedIn is a valuable tool for identifying and connecting with decision-makers.
– Join relevant industry groups and participate in discussions to increase visibility.
– Conferences, trade shows, and networking events are excellent opportunities to meet buyers face-to-face.
– Look out for speaking engagements by procurement officials from your target organisations.
– Study past contract awards to identify who’s involved in procurement decisions.
– Tools like Contracts Finder can provide valuable insights into buying patterns and key personnel.
Approaching Buyers Effectively
– Keep it concise, focusing on how you can address their specific needs or challenges.
– Highlight relevant experience or unique selling points.
– Be professional and respectful of their time.
– Offer something of value, such as industry insights or case studies, rather than just pitching your services.
– If you don’t receive a response, follow up once or twice at reasonable intervals.
– Each follow-up should provide additional value or information.
Remember, the goal is to build a relationship, not to make an immediate sale. Focus on how you can help the buyer achieve their objectives, and you’ll be more likely to succeed in your engagement efforts.
Bidding Ltd © 2023
