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What’s important for the buyer?

Posted on: June 28th, 2016 by Dewi Hughes

Each of the organisations we connect with have a range of things that are important (often called “hot buttons”). Some of these are obvious (e.g. company values stated on a website). Others are less obvious (e.g. a 10% budget cut). The better our understanding of what`s important to the buyer, the better we can take them into account when writing our answers. How do we do this?

(1)  Research the buyer to find out what is important to them  – both generally, and specifically for this contract

(2)  When writing answers look to demonstrate how you meet the buyer’s “hot buttons”

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