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Proactive vs Reactive Growth strategies for Facilities Leaders

Baskar Sundaram
Baskar Sundaram

The idea of having a proactive business strategy is a positive one in many different areas. In the bidding world, an increasing number of businesses are changing the way they do business, including preparing proposals that are proactive to help them increase their win percentage in a shorter period of time. A global increase in competition has made it even more difficult to gain clients using a traditional reactive approach. But what is the difference between a reactive and proactive growth strategy?

Reactive Strategy

A reactive business throws a proposal out to a client in response to a request for proposal (RFP), the next step is to wait for a response that may, or may not, come. If it does, the sales company then reacts to that response. The process is more like a slow-moving conversation that can be frustrating and might eventually become a dead end.

The biggest problem with reactive sales is that a lot of time is spent not making any progress. The sales company receives a RFP, creates a proposal based on the details in the RFP of what the client is looking for, and then they wait to see if the client decides the sales proposal answers their questions effectively enough to make them the right choice for their project. A reactive sales rep waits on the client to come through the front door before they try to sell them their product. The entire process is in the hands of the client.

Proactive Sales

Being proactive means thinking ahead; projecting what the client might respond to in a positive way. Instead of taking a passive approach, sales staff learn more about the potential clients and the details of the project they are working towards. They pursue many clients to increase the number of sales they make and increase their number of wins.

Rain gives you the tools to focus your business on a proactive approach. A world of opportunities lies at your fingertips, in an organised, efficient and searchable way. We have so many opportunities organised into our database, Our customers can take a proactive approach by going ahead with pursuing the business opportunities most likely to result in revenue. Bidding to some extent will be a numbers game, the more attempts you make, and the more you work at it, the more successes you will have. Rain is uniquely organised to allow you to scale your bidding activities.

The proactive approach learns about the potential clients and the competition that is working hard to gain market share. They look to other sales reps success to learn what works and why. They arm themselves with the information they need to create the best sales pitch possible and prove to their customers that they can provide them with the best solutions in ways they haven’t even thought of. Rain makes creating a proactive sales proposal much more efficient with our database of opportunities designed to save you time and lead you to revenue.

Why your strategy matters

The pool of potential clients becomes less promising when more competition is added to the mix. A proactive approach can increase the reach of your company to include more business types that may benefit from what you have to sell. At the same time, use a proactive sales approach to approach the client and let them know what you can offer them and why it is important to their business. Many sales companies have already learned the many benefits of being proactive when it comes to promoting their products with the perfect pitch.

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