Context
Four partners set up a coaching business for Executives. A renowned American company with innovative coaching methods and programs launches a tender to appoint an exclusive partner to exploit its license in France and French-speaking Switzerland. The American company submits its tender to three French-speaking companies.
Objectives
The company, being the least well-positioned of the three competitors (not very active in France and non-existent in Belgium), knew that winning this bid would trigger the necessary levers for success. Aware of this challenge, they commissioned Schot llc to help them build a winning bid.
Solution
Schot llc began by analyzing the tender and, thanks to its experience, was able to discern the American client’s corporate culture and aspirations, as well as the key points for winning the bid. It also examined the strengths and weaknesses of both the buyer and the three potential partners. Two preliminary questions were asked to determine whether the offer was relevant to the company. After validation, we proposed a strategic response plan and the actions to be taken to build an attractive offer, highlighting the company’s strengths.
The final offer was not only solid in substance, but also highly polished in form, making it particularly attractive to the customer.
Results
- The company’s weaknesses were transformed into strengths using advanced negotiation concepts validated by the client.
- Several of the client’s employees (7 in all) called or wrote to congratulate the company on the quality of its offer and their enthusiasm at the prospect of building a partnership.
- The contract negotiation lasted just 2 hours, consolidating a good collaboration between the parties.
Conclusion
Schot llc’s decisive approach enabled the company to win a contract that propelled it to the forefront of the French-speaking coaching market. Exclusivity was soon extended to other French-speaking countries, and the collaboration is now based on mutual respect and trust.
“Professional, wise and transparent, we are delighted with the service of Mr. Albert Schot, who accompanied us in the realization of a winning bid. Excellent skills, mindset and dynamism beyond reproach! We recommend him 100%.”