E532: Selling A Larger Project

Landing bigger projects can take a creative sales approach.

 

  1. Winning larger projects can take more than good estimating
    1. Many will require that you prove yourself
    2. There can be pre-qualifications and experience reviews
      1. May want to consider a partner or consultant to help
    3. Don’t try to go too big all at once
  2. To win it we must understand what it takes
    1. Study the project
    2. Know what it will take to be successful
    3. Understand the necessary resources required
  3. Create a pitch that can win the project
    1. Outline your understanding of what it takes
    2. Let them know you are prepared
    3. Create a proposal that demonstrates your ability
      1. This will help you outshine the competition
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