We have practised as and have trained expert software buyers in large organisations for many years, managing and negotiating big ticket software and services procurement projects in such organisations as NatWest, Lombard Group, Coutts & Co, Barclays, Reuters, BAA, Hibernian Aviva and others. Software sales people can find the processes used by professional buyers difficult to understand and, through this lack of understanding, fail to maximise their revenue sales potential. We can help you understand the processes and techniques that are used by top software buyers to deliver maximum value for their organisations. Our one and two-day training courses have been used by such organisations as Misys, Xiam, Ci3, Mentec International, Openet Telecom and FexCo Group to better position themselves in the big ticket software sales process.  

• We can bring you inside these processes, explain the roles that key stakeholders on the buyer's side play and show how you should interact with these key stakeholders during the bid process to maximum effect
• We can help you prepare and/or evaluate your responses to bids (RFI/RFP/ITT) with a view to significantly increasing your chances of winning
• We will run negotiation role plays and case studies to fine tune your negotiation skills
• We use tools and methods that we have developed and used when running bid processes within large organisations over a number of years Therefore, we can help you understand the buyer's processes, evaluation and selection methodologies and potential order winning criteria
• We will help you develop a negotiation strategy that will guarantee more revenues and less risk on your side of the table - and we can role-play the negotiation before you actually meet the buyer

The net outcome from our focused training will be a significant increase in your prospects of winning with an attendant increase in your revenues and margins.