Question

Topic: Strategy

Winning Business - Decision Is Down To 2

Posted by Anonymous on 3/20/2012 at 10:02 PM ET 125 Points
Our prospective client is slated to make their final decision next week and the decision is finally down to 2 potential partners after months of discussions.

I am considering sending something to them in CA that will help us stand out even further and keep us front and center in their minds.

I don't have much time but here are a couple of thoughts and welcome your input! I need to ship out this Friday so there's not much time.

Ideas:
>> Ship a nice set of pears with a note similar to:
Company A + Company B = Perfect PAIR to Partner on XXX
>> I developed a 'top ten' list, i.e., reiterates what sets us apart, and could design this internally and perhaps insert into a decent looking desktop display.

Other suggestions? Thanks!!
D

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RESPONSES

  • Posted by CarolBlaha on 3/21/2012 at 1:44 AM Accepted
    First, if you can't spend the time to do it 11100% right, don't. You can sway things in the wrong direction.

    I like the pear idea, send beautiful top of the line (my father would take a Harry and David pear door to door for neighbors to just share a slice) pears with only the wording, no top 10 list. Perfect packaging, hand courrior. Less might cheapen the message. Don't even put company a+b, just that you two the the perfect pair. If you enclose something put in a professional message of a last minute bullet message, keep from humor, your humor may fall flat.
  • Posted by Gary Bloomer on 3/25/2012 at 7:29 PM Accepted
    Send them MASSIVE VALUE. Set the scene by telling them what you'll do for them, when you'll do it, and what it'll do for them, then over deliver.
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