Bid Writing, PQQ and ITT

When it comes to Bid Writing, our success comes with yours

You’ve been working with the same client for years, if not decades and all of a sudden there’s a change in procurement and your faced with a PQQ or ITT and you’re not sure what they are, let alone where to start?

We recently spent 4 days supporting a small business in Staffordshire faced with exactly that predicament. Saligent are here to help micro and small businesses to compete with the bigger players in your chosen market. With a technical background, we understand construction and similar sectors, such as Rail and Infrastructure.

Our client has been servicing Network Rail for nearly 20 years supporting them in keeping our national rail service free from flood whilst protecting the local environment. With a change in the Network Rail’s framework structure for Drainage Services, the client was faced with the daunting task, having just scraped through the PQQ stage, of responding to the Invitation to Tender, ITT. As their number one customer, it was essential to the business that the response to Network Rail was submitted not only on-time, but demonstrated their years of knowledge, experience and incident free service.

Saligent were asked to support the small office team to compile the responses to the ITT, covering Health & Safety, Environmental and Technical questions. With limited time Saligent were flexible to meet the Clients requirements and ensure that the return was prepared with sufficient time for all documents to be reviewed and ‘sense-checked’ prior to submission via the web-portal and with 1 day to spare.

Give yourself and your business the best chance to succeed and contact Saligent Business Development to deliver your PQQ and ITT’s on-time and showcasing your business in the best possible light.

You can contact us on 01922 494 318 or email us at info@saligent.co.uk

BiPPiN 2019

Birmingham’s Property People Network

As an alternative event for those Property and Construction professionals not attending MIPIM we are hosting the inaugural BiPPiN event in Birmingham this year.

On Wednesday 13th March at Primitivo Bar on Barwick Street, Birmingham from noon onwards we will be hosting an open invitation event. Drinks will be pay at the bar and there will be complimentary canapés served between 1pm and 3pm courtesy of Saligent.

So if, like us, you will be in Birmingham and continuing to  do business in this great city, enjoying the Brummie sunshine and culture, why not come along and join us anytime to suit your diary between noon and late evening. It will be informal and laid back. If you are having other meetings in the city, why not relocate them and come and join us in celebrating all that is great about the development of this great city.

We look forward to welcoming you on 13th March from noon onwards.

 

Customer Relationship Management

“What is a CRM System?”

Customer Relationship Management is the key success to any business and every day you create useful data as you interact with your customers.

A CRM system will not only allow you to manage your customers contact details but also the interactions that you have with them.

From a phone call or an email, to a meeting or opportunity to sell them your products or services. All these generate information that once stored in a common place creates a wealth of useful knowledge and data about your clients and your business.

So, if you and your employees are still keeping notes about your communication with your customers in a notepad, scribbling reminders on Post-It’s or worse still relying on your memory to follow up that all important client request you are running the risk of missing valuable opportunities.

A CRM system will help you to manage all of this data in one place and assist in growing your business. A well-structured CRM system that is tailored to your business structure and operation can go much further than this. All of your contacts, whether they are clients, suppliers, partners or just general business contacts you have met through networking can all form a part of your CRM system.

Once your CRM system is configured to your specific requirements you can track all of your interactions that you have with your business network. Phone calls, emails, meetings, email campaigns and most importantly, leads and opportunities. You can build a database of who introduced you to who, who partners with who, identify trends in your contacts of which professional teams work together, who collaborates with who.

All this sounds great and we’re sure you can see the benefits already for your organisation and the best news of all, it needn’t cost you £1,000’s.

Work with us to create a CRM system focused around your operation, a system that sits within your current modus operandi, but will also help to drive your business forward to the next level.

 

No more spreadsheet list of contacts and scribbled notes, contact us on 01922 494 318 or email us at info@saligent.co.uk for a no obligation discussion to see how a CRM system will help you.

 

Business Growth

“Where do you want your business to be in 3-5 years?”

You know how your business has grown and the shape it is in today, but do you have a plan in place to continue that success? If you are not growing, you are standing still, which means your competition is likely overtaking you.

If you’ve followed the first step of our Business Development Plan, then you know what your ideal customer looks like and the market sectors in which they are operating. So now is the time to document the profile of your ideal customer and the market sectors into which you want to either take your business or strengthen your current position.

If you already have a successful business and you are seeking to expand in to a new region with a new office, establishing your presence is going to take significant effort to raise your profile. Making an impact in a new region is generally more difficult than diversifying your existing operations into a new sector.

  • Do you have a plan?
  • Do you know how you are going to implement it?
  • Do you have the resource in place to execute your plan?

If you answer ‘no’ to any of these questions you need our support.

Don’t let you competitors beat you to that new business, contact us on 01922 494 318 or email us at info@saligent.co.uk and we can discuss your aspirations and take your business to the next level.

 

Networking Tip #01

The Networking Newby

We were in two minds what to title this tip, “The Networking Newby” or “The Nervous Networker”. You don’t have to be new to networking to feel nervous or uncomfortable.

As seasoned networkers, it’s surprising how many times we get asked…

“Do you do a lot of networking? This is my first time and I’m a bit nervous.”

Walking into a room full of strangers can be daunting, especially if your “day job” involves being sat behind a computer screen for most of the day. You don’t have to be new to networking and attending your first event to feel nervous, even when you’ve attended many events, it can still feel uncomfortable. A room full of 50, 60, a hundred people and you can still feel alone.

It can be easy to spot the nervous one or the person that feels ‘out of place’, thumbing through their mobile phone, spending along time studying the delegate list without lifting their head, standing at the side of a conversation looking around just waiting to be ‘invited in’.

If you recognise any of these as you, then that’s great, we have a starting point. You’ve already taken the biggest step by putting yourself out there. You can use this to look around the room for the other ones in the room who feel just like you do. You’re not the only one there feeling the same. Approach them say “Hi, I’m [your name], it’s nice to meet you, what’s your name?”

Now you know their name, ask them what they do, who they work for. Have they been here before, what are they hoping to get out of attending today? Remember, you’re just having a conversation, a chat with someone new you just met. Don’t forget to swap business cards, firstly it reminds you of their name and who they work for, it’s always easy to remember someone’s name when you’ve seen it in writing. Secondly, it gives you all of their details so that you can follow up after the event.

Now you’re feeling comfortable, glance around the room, look for someone else that maybe looking nervous, or better still someone that you know. Then take your new contact over to them, introduce them to each other…guess what…you’re networking.

Remember, you’re there to raise your profile and that of your business, so it’s expected that you are going to walk up to someone you don’t know and introduce yourself, they are there to do just the same thing.

Happy networking and Good Luck!

 

Identify Your Prospective Customers

“What does your ideal client look like?”

It’s a simple enough question, but it’s surprising how many business owners can’t answer the question without considerable thought and some prompting. Not because they don’t know their business, but usually because they haven’t taken the time out to really understand what their best customer “looks like”.

If you are looking to grow or strengthen your business and maintain your success, you should really be considering the answer to this question. We all know that 80% of our profit comes from 20% of our customers and given that fact, wouldn’t it be great to replicate that 1/5th and make it 2/5th’s or even 3/5th’s ? Imagine the strength and resilience within your business if this was the case.

So, the next time your sat enjoying your morning coffee considering the day ahead, why not spend that time thinking about your best client.

  • How often do they buy from you?
  • How much do they spend with you?
  • Are they the ones where you realise the most profit?
  • Do they refer you to their contacts?

When you’ve identified this customer, the next step is to go out a find 1, 2, 3 or more of the same. Much easier said than done, I hear you say.

“I don’t have the time, I’m not sure where to start looking and if I did, I don’t have the time.”

That’s where we come in. We will spend time researching on your behalf where to find and meet these potential new customers. We will use our existing network of connections to identify and introduce you to the people that you want to be working with.

Our flexibility is one of our great strengths and we can tailor a support solution that fits with your business needs.

Don’t let you competitors beat you to that new business, contact us on 01922 494 318 or email us at info@saligent.co.uk and we can discuss your aspirations.

Branding – The Results of Getting it Right

We all know, as consumers, that having the right brand works in generating consumer confidence and increased sales. Remembering this fact and considering your own business, have you got your branding right?

  • Is your company name and logo reflecting the true nature of your business?
  • Is your brand current and easily identifiable?
  • Are you delivering the right message to your prospective customers?

Take a step back and be honest with yourself, and if you can’t answer yes to all 3 of these questions, then you need to engage with your marketing specialist.

After 18 months in business, we did just that and had to answer No to some of these questions. To put ourselves in our position where we could answer honestly and with great confidence, Yes, to all of these questions we engaged with a marketing professional.

Working closely with The Marketing People, we explained who we are, what we do and how we operate. And the result…

Saligent

(sal – i – gent)

Meaning – intelligent sales, having or showing intelligence, especially of a high level of the sales process and sales techniques.

We launched our new brand in August 2018, and we began to reap the rewards of the investment in to a completely new brand within weeks. Now 6 months down the line we have seen a 300% increase in sales year to date and are on track to achieve our target of tripling our turnover.

Do what we did, set yourself apart from your competitors, make sure that your customers can recognise your business and ensure your brand represents your promise to them.

If you need advice on what to do next, contact us on 01922 494 318 or email us at info@saligent.co.uk

Make hay while the sun shines

Sun shining

Quite appropriate given the current weather we are enjoying. Make hay while the sun shines is an age old proverb dating back to Tudor times, but it stands as true today as it did in the late 1500’s.

Are you ‘farming’ the most from your existing clients? Do they know fully the range of products and services that you offer and can provide them with?

Cross-selling is the most efficient way of increasing your turnover and profitability without incurring a significant ‘cost of sale’. It’s a warm contact, your existing customers know you, they trust you and they have the confidence that you can deliver on your promises. So why aren’t you talking to them about all of the services that you provide that are appropriate to their business?

If you had an account that was providing you with 4% of your turnover per annum would you be happy? If, by selling other products and services to that same client you could increase your turnover to a recurring 20% of your revenue per annum would you be happy then, or even slightly ecstatic?

Well, we’ve done that and potentially, so could you. The revenue numbers may be different but the principles are the same and the percentage increase is achievable.

While your client’s are spending money with you, why not capitalise on that and reap the rewards of your existing relationships. Contact us on 01922 494 318 and we can put a plan together to “make hay while the sun shines” with you.

You may have noticed that things are looking a little different around here these days!

 

New Name & Brand Same Expert Knowledge.

We`ve seen quite a few milestones achieved here in a relatively short space of time and all very positive so it seemed the right time to create a new brand and name that reflected all this positive activity. Saligent continue to offer you over twenty years of sales and business development experience.

We were lucky enough to connect with with a local marketing agency who got to grips with our plans and created the new brand you are looking at – Saligent was born! Perfect timing as well for our brand-new website showing off our new brand and all the attributes of who we are today. A big Thank you to the marketing people based in Burntwood for all their diligent work.

Our existing portfolio of clients see us as their ‘right hand man’ when it comes realising and smashing their business development goals. We have a proven track record of success so let us help you, get in touch for a discussion now.