Bloghound

One way to quickly grab attention and set your organization apart is to use openers that challenge assumptions or offer contrarian points of view. Openers that smack people in the face and make them think, “gee this company is kind of interesting; let’s pay attention to this one.”

Here are some examples we’ve been helping clients use to distinguish their RFP executive summaries, open sales meetings and make executive presentations more interesting.

• “We don’t believe in quality control.” (If you create the right operational process you build in quality, drive out costs.)

• “All the products in this category are commodities.” (The value comes from new types of service around the products.)

• “Customer service should be eliminated or cut way back.” (Companies should invest more in creating a great customer experience, eliminating problems that jam customer service organizations.)

• “Customers don’t want a relationship with companies. “ (They just want your product or service to consistently deliver as promised.)

• “Successfully building this new airport isn’t about engineering. It’s about relationships.” (Changing the context of an RFP so the decision making committee looked at an underdog engineering firm in a new way. The firm won the bid.)

• “The most creative marketers are scientists.” (The right data helps you target, trigger and activate.)

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