Are you involved in highly competitive strategic deals? This month we dive into best practices for buyer values and win themes to close more deals in competitive and complex opportunities.

As this is our US Election edition, for our case study we use the biggest most competitive and visible deal of the year – the US Presidential Election, which appears on a knife-edge. Our buyers in this real-life scenario have not yet decided the winner. Just like the corporate sector, we are down to the final “BAFO” (Best and Final Offer) stage with two highly competitive teams battling it out, each with different ‘win themes’ to meet the ‘buyer values’ of the voters. [To keep the focus on business (not politics) we will name the two parties “Company Red” (Republican) and CEO, Mr. Dee Red (Donald Trump) and “Company Blue” (Democrat) and CEO, Ms. Kay Blue (Kamala Harris)]. We make no endorsements!