WHY THE GOVERNMENT DOESN'T CARE ABOUT YOUR WIN THEMES…AND WHAT THEY REALLY DO CARE ABOUT?
9:30 - 10:45 - Pink Room
Why should the customer accept your offer? They have options. The customer always has alternatives (competitor’s proposal) to accepting your proposal. What makes your proposal their best alternative depends heavily on how they will make their decision. Does this mean ensuring that you have the right “win themes”? Or more importantly does this mean providing information that shows why you should receive the top score. We’ll discuss why win themes really don’t matter, what matters and how what matters impact the Government “best value” decision maki