New Business Strategies

New Business Strategies for Competitive Pitches and Tenders

DVC gives its clients strategic leadership and advice in managing tenders and pitches;

  • we help in interrogating the target brand/company, as well as the key decision makers
  • we utilise The Myers-Briggs Type indicator (MBTI) and an Enneagram Personality Test to identify the personality types of the end decision makers
  • we help manage the important period between the end of the tender/pitch and award of the contract (Death Valley), where the pitch is often lost
  • our management has devised and led winning tenders across multiple sectors on Four continents. Clients won include Vodafone, EADS, Boots, Nat West, Cadbury Schweppes, Kuwait Finance House, Department of Transport, National Commercial Bank (Saudi Arabia), Novartis, Syngenta and Zurich Financial.

Another important area of our expertise is consulting our clients on winning strategies for forthcoming tenders or pitches. We help in analysing exactly what the prospective client will buy and wants, which is not always what the brief might explain.

Through using techniques taught through Myers -Briggs and The Enneagram we help in analysing the key decision makers as well as the target brand. An important issue, often neglected in the tender process. 

If you are going to be sitting across the table from an Enneagram Type 8 The Challenger (self confident, decisive and confrontational, a natural born leader) your pitch is going to be very different from that to an Enneagram Type 2 The Helper (Caring, collegiate, generous and consensual). Likewise if you look at (MBTI) The Myers-Briggs Type Indicator and the end decision maker is an ENTP (The debater- who enjoys shredding arguments and beliefs and is the ultimate devil’s advocate), your tender/presentation will be very different than to an ISTJ (The inspector-introspective, a keen sense of right and wrong, devoted to duty and very responsible). At DVC we help our clients make sense of all this which means whether you meet radiator, drain or gatekeeper you are already ahead of the game and thus more likely to close the deal.

We also offer strategic leadership and advice in managing that important time between end of the tender/presentation and award of the contract (Death Valley), where the pitch is often lost.

Our management has devised and led winning tenders across multiple sectors on four continents. Clients won include Vodafone, EADS, Boots, Nat West, Cadbury Schweppes, Kuwait Finance House, Department of Transport, National Commercial Bank (Saudi Arabia), Novartis, Syngenta and Zurich Financial.