Reference selection for a proposal can be like nitroglycerin – choose the wrong ones and start looking to the next bid because you’ve just obliterated this one.
Who would have thought your reference choices could be so dangerous? But they are.
Now, I’m guessing David Letterman doesn’t know why the references you choose can hurt your chances of winning. If he did, he’d put them in a Top 10 list and count them down to 1.
Dave was busy, so here are 5 reference killers. Avoid them, or else.
#5
All the references you provide are significantly smaller than the job your bidding
#4
None of the references you provide are in the same industry as your prospective customer
#3
You provide a reference with a contact who’s no longer working there
#2
You provide a reference your prospective customer is in life-and-death competition with and they could never hire you because you work for their competition
And now, for #1
You provide a reference who has just fired you
(so what if you didn’t know it at the time?)
Lessons to be Learned
If you avoid the above killers, or even better, do the opposite you’ll have improved your chances of winning bid competitions.
What other reference killers have you come across?
~~~~~~~~~~~~~
Chris Arlen
President, Revenue-IQ
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Heard of one company that had a great relationship with their client and used them as a reference, however, the client was extreemly busy and when called didn’t come over as a nice person (they were it was just that they are always busy and tend to “rush” phone calls with people they don’t know.. Hears a tip, get someone to call your references now and then, hear what they really have to say about you!
Good point Steve. Also it might be kind to one’s list of references to vary them up. Avoid using the same references over and over again. Just might end up burning their good will as a reference even though they’re still happy with your good service.
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