Engage with the customer at the earliest opportunity. Public sector customers will often hold soft market testing and will welcome industry input in developing their requirements. By getting in early, you can shape the customer’s requirements, while positioning your solution to win. You can also develop a good picture of the customer’s values, personality and establish a relationship with them.

Approach every meeting with the customer as if it is an interview
Before every meeting, you must:
• Have an internal pre-meeting with your team to plan the approach, and to ensure they are fully briefed
• Define the objectives and expected outcomes for the meeting
• Find out the names and roles of each person from their side, so you can make sure you match expertise and seniority
• Define the media assets you want to use in the meeting e.g. presentations, takeaways
• Send an agenda to the customer beforehand so they know what to expect

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