How to Quote Big Deals

Balancing the Risks and Opportunities When Quoting Large Bids and Contracts

With big quotes and large contracts, bid desk personnel and salespeople will often find themselves thrust into a virtual pressure cooker. The magnitude of these deals tends to draw much more internal attention and scrutiny. And everyone can get so focused on the potential upsides that they're blinded to the strategic and financial risks. So, how do we balance all these pressures? How do we put our best foot forward price-wise, while ensuring profitability, mitigating risk, and avoiding future regret and finger-pointing? In this subscriber-only webinar, you will learn about:

• Effective strategies and tactics for dealing with the internal baloney that will surely come our way.
• Cutting through the confusing haze of each "totally unique situation" to find relevant comparables.
• The sneaky (but very effective) negotiation strategies we need to watch out for and guard against.
• Developing accurate "deal envelopes" to provide last-mile flexibility while protecting profitability.