The Art of Winning a Contract
When it comes to U.S. firms awarding $1 million-plus contracts, price doesn’t make the top 10 most important reasons for choosing a supplier or provider, according to a recent survey conducted by global consultancy firm Rogen International and Goldhaber and Associates, New York. The top 10 reasons U.S. survey respondents give for awarding business are:
- Overall quality of supplier/provider staff (90%)
- Demonstrate enthusiasm/commitment (80%)
- Listen to the client’s goals and needs (80%)
- Reputation of supplier/provider (73%)
- Initiative shown by the supplier (70%)
- Overall understanding of the client’s business (70%)
- Demonstrate confidence (70%)
- Demonstrate creativity in presenting solutions (67%)
- Clearly demonstrate how the client and provider would work together (67%)
- Show evidence of capability (including case studies) (67%)
Only 27 percent of respondents in the U.S. thought price was “very important,” 60 percent thought it was “somewhat important” and 13 percent were neutral on price. Rogen’s surveys of businesses in North America, Asia Pacific and the UK in the past 10 years have consistently found communication and persuasive elements of the business pitch have more impact on decisionmakers than do the attributes of the solution itself. This has been seen across all surveyed industries, including finance and banking, IT, manufacturing, pharmaceuticals, advertising and media.
Wind Power to Surpass $2 Billion in 2005
Annual wind power investment in North America is expected to surpass the $2 billion mark in 2005 for the first time in history. In a recently released study, Emerging Energy Research (EER) analyzed regulatory and market mechanisms driving the growth of wind power in North America.
Wind Power Capacity in Service, 2002-2010
According to the study, U.S. and Canadian mandates requiring a certain percentage of energy be obtained from renewable sources, as well as the growing competitiveness of wind technology, are prompting utilities to commit to long-term power-purchasing agreements. EER predicts current leaders in wind-power procurement will be joined in 2005 by a long list of utilities, many of which will be procuring large-scale wind power for the first time.
Controlling Healthcare Costs With Preventive Services
More companies in 2005 will look to promote prevention and healthy lifestyles to retain a healthier workplace and control rising healthcare costs, according to the National Business Group on Health (Business Group), an organization whose large employer members – primarily Fortune 500 companies – collectively represent more than 50 million U.S. workers, retirees and their families. The organization recently released the Employer’s Guide to Health Improvement and Preventive Services. “Data show that employers find a potential $3 return for every $1 spent per employee on implementing preventive services and health improvement programs. As a result, we expect to see employers turning to preventive services to improve quality of life and to contain future healthcare costs,” noted Helen Darling, president of the Business Group. In a survey of members conducted last year, companies cited preventable conditions, including heart disease, cancer, low back pain, diabetes and pregnancy complications, as the costliest health conditions in terms of direct medical claims. The Employer’s Guide can help companies educate employees and their families on the screenings they should receive regularly from their clinicians. While more than 90 percent of large companies offer employees some form of health promotion or prevention programs, a survey of Business Group members found fewer than 30 percent of employees used the preventive services offered in their health plans. “Investments in preventive services can significantly improve the return on investments in healthcare,” said Darling. “Promoting good health is a win-win situation for employers and employees.”
