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Distinction with Differentiators (The ‘M&M’ Episode) - EP137
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To win business with RFPs, you’ve got to distinguish yourself from the competition in your response.
But what if you don’t know what your differentiators are?
On this episode of The RFP Success Show, I share my M&M analogy for discovering what makes your company different and better than the rest.
I discuss why it’s challenging to identify the ‘candy coating’ in your own business and explain what question to ask clients and employees to uncover your differentiators.
Listen in for insight on what to do if your business lacks a candy coating and learn how to take your business from simple peanut to delicious M&M in your proposal response!
Key Takeaways
Why it’s crucial to distinguish yourself from competitors in an RFP response
What happens when you bore, overwhelm or confuse RFP evaluators
The legend of how M&M’s got their differentiator—a candy coating
Why it’s challenging to identify the ‘candy coating’ in your own business
Why I recommend getting outside counsel to help uncover your differentiators
What question to ask employees and clients to discover your differentiators
What to do if your company doesn’t have a distinguishing candy coating
Connect with Lisa
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Email [email protected]
ResourcesElaborating on RFP Response Answers: The ‘Baked Potato’ Episode on The RFP Success Show EP134
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