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Top 20 skills identified by the survey

1 Making a winning presentation

2 Defining product value in customers' terms

3 Learning how customer buying centres work

4 Building or redesigning a bidding process

5 Completing tender documents successfully

6 Finding and using competitive intelligence

7 Drafting proposals

8 Developing key messages about company and product

9 Managing the prospect relationship

10 Identifying potential new customers

11 Developing a bid team leadership

12 Managing a bid team

13 Defining and managing a contract bid budget

14 Developing bid team communication skills

15 Recruiting and training bid team members

16 Developing negotiating skills

17 Understanding the role of internal stakeholders

18 Understanding global bidding trends

19 Pitching against international competitors

20 Developing and using reference sites

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