The MATCHPOINT formula for success
MatchPoint is a specialist consultancy that helps win competitive bids and approvals for new projects.
We have helped win more than $65 billion of contracts and investment funding – for the largest and smallest clients, across industries, and around the world.
To win, your message needs to stand out from the crowd
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Process Materials
| Issues Analysis Getting all “Donald Rumsfeld” on themKnown knowns, known unknowns, unknown unknowns… what keeps your client awake at night?
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| Opportunity Profile What it’s worth to you AND themUse this checklist to understand the true potential and value of the work. For you, and your client.
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| Relationship Stages Strangers in the night or a meaningful relationship?This pyramid diagram will help determine the strength of relationship.
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| Benefit Analysis They only want ONE thing from you…… but it comes in three forms; more return, less risk, and greater options. Determine the core benefits you can offer your client.
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| Persuasive Argument Why Choose Us?Do you understand their issues? Can you offer a response? What is the benefit? Do you have proof you can deliver?
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| Competitive Edge Got, Get, Invent – are you good enough?If you don’t offer a compelling competitive advantage, what needs to be done?
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| 80% Win Check What story are you telling?Use this checklist when you are 80% though to review your document to make sure it does the job you want it to.
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| Communication Plan Never rely on the document aloneHow are you communicating your message? Think about the methods available to help create stakeholder endorsement.
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 | Audience Analysis Planner Who are they, and what do they need?Determine who your audience is and what their motivations are. Reflect on these and include them within your pitch.
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| Presentation Checklist The devil in the detailThink about logistics for the presentation. Make sure everyone knows what is required of them.
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