Winning Work

BAD NEWS! DESPITE WHAT WE WOULD ALL LIKE TO BELIEVE, YOU DON'T WIN COMPETITIVE PURSUITS BECAUSE YOU ARE BETTER THAN YOUR COMPETITORS.

Dale Carnegie said, “the only way to influence someone is to find out what they want and show them how to get it.” And you only do that by listening to each person involved in the decision; not selling to them but listening and understanding, not only what they want but why they want it. Then if you can demonstrate that selecting you is their best way of getting it, you win. 

We preach, teach and apply a rigorous and disciplined approach to winning strategic projects. It is built on the wisdom of some of the most brilliant marketing minds in our business. These dynamic approaches have adapted to current A/E/C procurement practices based on Steve’s nearly 40 years of professional services marketing and delivery experience.

And the results speak for themselves. Since founding SRWalker & Associates in 2005, our client “Hit Ratio” on competitive pursuits, when applying these tools from opportunity identification to selection has consistently been above 75%.