Competition among services providers has never been more brutal. 

Perhaps as much as 99 percent of what you do is perceived as similar to what your competitors do.The best way to win in competition – in RFPs and in the client competitions commonly referred to as "beauty contests" or "bake-offs" – is to understand the motivation and process driving the client's selection decision.

The more you know about how and why the client will select its service provider, the easier it will be to align your tactics and win.
Meet the Expert

Bob Potter

Consultant Bob Potter
Managing Principal, R.A. Potter Advisors
San Francisco, CA
  • English
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About Bob

  • Teaches service providers how to win in competition and retain and expand committed client relationships using the Third Level Selling and Services principles.
  • Clients by sector: real estate - Eastdil, JLL, Colliers, CBRE, Avison Young; financial services - Morgan Stanley, GE Capital, Wells Fargo; professional services firms - Baker Tilly, Slalom Consulting, ROI Communications.

Experience

Managing Principal • R.A. Potter Advisors
2000 — Present
  • Helps financial and professional service providers to find and communicate their unique value proposition to make it easier for prospective clients to choose them over alternatives.
President • RealBid
1996 — 1999
  • Co-Founder
  • REALBID was an institutional real estate buyer seller matching service.
  • Merged with Comps.com (verified commercial property sales comparablesin 1998 
  • The combined company was sold to Costar Group in 2000.
Country Manager • MBIA
1986 — 1996
  • Country Manager for Australia and Asia
  • Western Regional Manager
  • MBIA (NYSE: MBI) is Municipal Bond Insurance Association is the largest bond insurer.

Education

University of California, Berkeley, Haas School of Business
MBA, Finance, Marketing, 1983
Santa Clara University
BA, History, 1977

What People Are Saying About Bob

Outstanding experience. Bob Potter immediately became a trusted peer for us. Masterful job of challenging our assumptions and mitigating confirmation bias. Bob was exceedingly knowledgeable of our challenges while also skilled enough to work us through the Socratic process!
Tyler McKinley
CEO
MobileRQ
Packages with Bob starting from $400

Your Expert Package Includes:

Best Practices

Access to ALL Best Practices authored by TrustedPeer Expert Bob Potter on this topic.

Pre-Call Discovery Process

Review and analysis of your issue with pre-call discovery questions by Bob, followed by a 30- or 60-minute one-on-one call. Sample

One+-on-One Call

Your (+colleagues) session is directed and focused from the first minute.

Session Summary Report

After your call, Bob completes a Session Summary Report to provide you with the session’s discussion topics, analysis, assessment and recommendations for next steps. Sample

Post-Session Engagement

After your session, continue your relationship with Bob on your own, or with TrustedPeer’s support.