Jim's page

"I’ve been winning work for a long time now both as an employee and as a business owner.  Along the way I have celebrated the successes, endured the pain of the near misses and learned from both.

What have I learned? Put simply, most of my customers place new or repeat orders when they see the deal is the right one in the round and the supplier is trusted. My job is to make sure they see my offer in that light ahead of the competition.

Of course, a lot hangs on this simple statement. What constitutes a good deal for one customer might not look so good for another. So who actually makes that judgement and have we engaged with them? What exactly does the customer choose to place trust in and what things are not so important? How do we build this trust anyway?

Whatever your market, whatever your size I hold these things to be basic. Different businesses will simply carry them out in their own style.

In this series of articles I will be discussing how we capitalise on what matters most, how we present the right things to the customer and what we should do when we find ourselves lacking somewhere …..what we do to win".