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Winning New Business: A Beach Head Project

Written by: Catherine McQuaid

Article Overview: After all your efforts at due diligence, documenting your wide access and deep knowledge of an organization, a beachhead or pilot project will be identified. It may be that a particular line of business has an urgent need. It may be that one area of the business is willing to fund a test. There may be consensus that your solution can be adapted to other lines of business once success is demonstrated

Winning New Business: A Beach Head Project

4. Landing a Beach Head Project

After all your efforts at due diligence, documenting your wide access and deep knowledge of an organization, a beachhead or pilot project will be identified.

It may be that a particular line of business has an urgent need. It may be that one area of the business is willing to fund a test. There may be consensus that your solution can be adapted to other lines of business once success is demonstrated.

Since you have been making the case all along that your solution has widespread application, it is reasonable for you to go through the due diligence at this time so that your company becomes an approved vendor.

Getting the paperwork done now will make it easier for other departments to purchase.

If you are asked for pricing concessions, a purchasing agreement based upon volume assumptions can be negotiated now. Since you are laying the groundwork for an enterprise-wide engagement, now is the time to leverage your position.

It is also the time to set customer expectations around deliverables and to educate them about how you deliver a successful solution. This is not the time to compromise on your own quality standards. If the client wants a modified solution, document what the risks are to them.

You don’t want a beachhead project to become a nightmare.





ASK US: “What is a reasonable sales cycle to land a beachhead project?”

cmassociates@sympatico.ca

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