Insights Acquisition
Decision Maker intelligence is vital
Underpinning all persuasion is the need to understand the decision maker/s as well as possible. Our Persuasion Analysis, Planning and Development process helps identify all the potential Decision Makers and Influencers, and map their interconnectivity. We then assist our clients with the interpersonal skills to meet with and better understand these individuals and their issues, needs, motivators, guiding values and business personality.
Insights for $3 Billion of bids
Sometimes it is just not possible in the time available, or with the probity or access issues involved in major bids to gain the intelligence needed about the Decision Makers. That’s where CORPORATE PERSUASION’s Bid Mentor service can assist. Our experienced Insights Procurers track down individuals who previously worked closely with the targeted Decision Maker/s and have since left the target organisation. These individuals are then retained on an exclusive and confidential basis to provide their insights on the Decision Makers to your bid. Our Insight Procurers have retained Bid Mentors to advise on over US $3 Billion of successful bids.
Sophisticated recruitment and security
Using sophisticated data mining techniques and research we identify potential Bid Mentors. These individuals are then approached in a confidential manner to determine if they would be willing to act for our unnamed client as a Bid Mentor. Once they agree, they sign a Non-Disclosure and Engagement Agreement, and their services are then offered to you, our client. Only once you agree to engage them will your company name be revealed.
Bid Mentor Engagement Framework
The individuals are briefed that they will be expected to give as many insights to the Decision Maker as possible without revealing information that is commercially confidential to their previous employer. Within this framework very powerful insights on the Decision Maker’s issues, needs, motivators, guiding values and business personality are all possible. This information is often best delivered with the assistance of your CORPORATE PERSUASION Consultant.
Significant value of Bid Mentors
The valuable insights of a CORPORATE PERSUASION Bid Mentor are used during the Persuasion Analysis, Planning and Development process to help understand how the decision will be made, the people making it, the politics involved and the messages with the most impact. They also assist by preparing your team for client meetings, reviewing draft presentation documents, sitting in on rehearsals and giving a perspective on negotiation strategies.
Professor of Marketing, Harvard Business School
Gerald (Jerry) Zaltman is founding partner of Olson Zaltman Associates, LLC (www.olsonzaltman.com), and the Joseph C. Wilson Professor of Business Administration at the Harvard Business School since 1991. Previously, he was on the faculty of the University of Pittsburgh and Northwestern University. He also is a member of Harvard University’s interdisciplinary initiative, “Mind, Brain, and Behavior”. He is recognized as one of the USA’s top five marketing scholars in surveys by the American Marketing Association.
Professor Zaltman’s research interests focus on customer behavior and marketing strategy. His latest book, How Customers Think: Essential Insights into the Mind of the Market (click on cover for link) has received several awards and has ranked among the top ten selling business books in North America and Europe. Professor Zaltman’s work has been featured in The New York Times, Fortune Magazine, Forbes, US News & World Report, Time, Fast Company Magazine, American Demographics, and other major publications. Professor Zaltman is a consultant to corporations around the globe and frequent keynote speaker at major conferences
Insights Acquisition Case Study
Universal McCann (Media Agency)
Recent Article
The Bid Mentor – a new secret weapon in major bids or tenders
when persuasion is critical
“Whether you are selling to a few key decision-makers or millions of consumers, the key to success is understanding how your customers REALLY think.
CORPORATE PERSUASION’s service of securing Bid Mentors to provide powerful insights into the mind of the decision-makers for major new business pitches is an innovative and practical application of this principle.
Their clients will undoubtedly do better pitches and win more new business as a result. Make sure you retain them before your competitors do!”
