The Power of the DMC, even if you’re not engaging directly

by Andy on May 6, 2015

I’ve been doing some deal coaching calls with a client this week. One call in particular highlighted the power of the Gazing Decision Making Cycle, even where my client wasn’t dealing directly with the client himself.

A good understanding of the Decision Making Cycle (The DMC) is the best way to ensure that you are on the same page as your customers. This makes engagement and influencing much more effective. But what if you yourself are not directly dealing with customers? One of my clients has the role of pulling together complex bids, often working across multiple departments and stakeholders.

Of course, it’s just as powerful for several reasons.

  • Having a common format and common language, means the information fed into the bid process by the different stakeholders is consistent and easier to organise.
  • If you understand the DMC, the bid owner can scrutinise and question the information. Is our concept engaging? What are the drivers? etc.
  • When it comes to the actual creation of the bid, and the management summary, you have a ready-made format, built around the customer.

Just as an add-on, from a coaching perspective, the common language speeds the whole process up. If you are reviewing a bid prepared by one of your team, knowing the format for the DMC quickly enables you to get to the nub of the matter without having to work out what the bid is all about.

To find out more about how you can get more value from this great tool, please do get in touch.



Previous post:

Next post: