1. Acquisition of information.
Through the Planning Bureau, the design institute can get the latest project information. At the same time, I also have a large number of contacts in different related industries, such as air-conditioning, fire protection, building automation and other industries, they can provide me with a lot of information, including internal news when the projectElevator manufacture progresses to a certain stage. At present, I have information resources for all the projects under construction and proposed projects in several major cities in the three northeastern provinces.
2. The preliminary work of the design institute.
This is more important because each elevator has its own unique design. If you successfully convince the design institute to use my elevator, it will have a relatively large early advantage, but this is not absolute, because the design institute is not Party A after all. It is worth mentioning that one method I often use is to get the design institute and the designer of the party, and successfully design according to the KONE machine room elevator. This kind of machine room elevator is only mature and the price is the most. Competitive, so if this design is finalized, then almost 100% is the last win of KONE elevator, which also gave me a idea: to find a place where KONE elevators are different, let the design institute design, so The land has increased the bid rate. Of course, if successful, you need to pay a certain commission to the relevant personnel of the design institute.
3. Contact with Party A in the early stage.
The method I use is almost the same as everyone else. At the beginning, I was very low-key, and the promotion of the company and products was also stopped. I never said many of the advantages and features of our products at the beginning. I try to shape the identity of a foiler. As long as I maintain an elegant and distinctive manner, a serious and responsible attitude, it is enough for the other party to have some good feelings. I just need to follow it first! Because the foil is attacked and hurt by competitors is the smallest. At the same time, I can look at the competitors with great enthusiasm. I will spend more time analyzing the complicated relationships within Party A, distinguishing the priorities, identifying the connections here, and determining the main responsibility for this project. people. All of this is done under the illusion of seemingly carelessness.
4, the first shot.
After I have identified the person in charge (usually the middle manager), I will do a lot of work. Understand this person's personality traits, hobbies, personnel background, I will try to give him a good early impression through some small gifts, through some topics of common interest. Then wait until the timing is more mature, I will start to take the initiative.