#10: Say it Loud – We’ve Planned to Deliver
It is imperative that the buyer understands that your company is capable of expanding to take on this extra work without effecting your current business performance. In my view this of equal, if not more, importance to showing them that you have the skill-set to complete the project. A buyer will not be concerned about how you perform with other companies, however if you lose other contracts because you haven’t properly considered the impact their additional business will have on your capacity to deliver on all of your commitments, then your business may become non-viable and therefore your ability to deliver on their project compromised.
Remember, as a potential new supplier you present a risk. Alleviate some of that risk by showing them that you have considered the bigger picture and have made the appropriate plans to scale up and deliver successfully.