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Tình huống về bổ sung giá dự thầu sau khi đã đóng thầu

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Tháng Tư 24

Trong quá trình tổ chức lựa chọn nhà thầu qua mạng, một bạn đọc có thư hỏi như sau: “Gói thầu quy mô nhỏ, hình thức lựa chọn nhà thầu”

Trong pitching, ‘elevator pitch’ là một hình thức chia sẻ nhanh về ý tưởng hay doanh nghiệp của mình, lấy hình tượng là cơ hội được gặp gỡ nhà đầu tư tiềm năng trong thang máy (‘elevator’ trong tiếng Anh nghĩa là thang máy) và chỉ có khoảng 90 giây để trình bày và thuyết phục.

Pitching là một kỹ năng tối quan trọng mà bất kỳ ai khởi nghiệp cũng cần phải hoàn thiện. Sau đây là những yếu tố quan trọng nhất bạn cần phải nhớ khi chuẩn bị một bài pitch thành công:

1. Kể 1 câu chuyện: Hãy bắt đầu bằng một câu chuyện lôi cuốn để ngay lập tức có được sự tập trung của người đối diện. Câu chuyện cần nêu rõ vấn đề của thị trường mà sản phẩm hay dịch vụ của bạn đang giải quyết, và sẽ tốt hơn nếu người nghe có thể đồng cảm với câu chuyện đó.

2. Giải pháp của bạn: Nói trực tiếp về những điều khiến giải pháp của bạn đặc biệt và cách thức giải quyết vấn đề bạn vừa nêu trước đó. Giữ phần này ngắn gọn và dễ dàng cho người nghe có thể dễ dàng chia sẻ lại với người khác. Hạn chế sự dụng thuật ngữ chuyên môn, trừ khi người nghe là chuyên gia trong lĩnh vực của bạn.

3. Những thành công gần đây: Xây dựng niềm tin với người nghe sớm bằng những thành quả liên quan như doanh số bán hàng, hợp đồng ký kết, những thành viên quan trọng trong nhóm, …

4. Thị trường mục tiêu: Đừng bao giờ nói rằng cả thế giới này là thị trường tiềm năng của bạn, dù cho nó có thể đúng một ngày nào đó. Hãy thực tế về đối tượng trực tiếp bạn nhắm đến. Điều này không chỉ gây ấn tượng với người nghe về sự chuẩn bị của bạn, mà còn giúp bạn suy nghĩ một cách chiến lược hơn về cách tiếp cận thị trường.

5. Thu hút khách hàng: Đây thường là phần hay bị bỏ qua trong các bài pitch với nhà đầu tư và cả trong bản kế hoạch kinh doanh. Bạn sẽ tiếp cận khách hàng thế nào? Chi phí của việc tiếp cận ra sao? Bạn sẽ đo lường thành công trên các tiêu chí nào?

6. Đối thủ cạnh tranh: Đây là phần tối quan trọng trong bài pitch của bạn, và rất nhiều người thất bại do bỏ qua phần này hoặc không trình bày đủ chi tiết về sự khác biệt giữa (sản phẩm của) họ với các đối thủ cạnh tranh. Bạn cần phải nêu bật lợi thế cạnh tranh của mình.

7. Mô hình doanh thu/kinh doanh: Các nhà đầu tư thường quan tâm đến phần này nhất. Làm cách nào bạn kiếm tiền? Hãy chi tiết về đặc tính và giá của sản phẩm để thuyết phục rằng thị trường đang “rất nóng lòng” chờ đợi sản phẩm của bạn ra lò.

8. Dự báo tài chính: Chia sẻ tình hình tài chính bạn dự đoán trong vòng từ 3 đến 5 năm. Bạn cần phải có những giả thuyết chắc chắn để hậu thuẫn cho các con số trình bày. Nếu bạn pitch cho nhà đầu tư, bạn sẽ thấy họ rút điện thoại trong túi ra để tính toán liệu con số của bạn có khiến họ thích thú. Vì vậy hãy đưa ra những con số chính xác và giải thích đầy đủ những gì sẽ tiếp diễn sau khi bạn đạt được những con số trên.

9. Đội nhóm của bạn: Nhà đầu tư đầu tư vào con người trước nhất và sau đó mới là ý tưởng, vì vậy hãy chắn chắn rằng bạn giới thiệu nhóm làm việc hiệu quả của mình và giải thích vì sao đây là những người tốt nhất cho sự phát triển của công ty hiện tại. Bên cạnh đó, nên thành thật chia sẻ những kỹ năng bạn có thể đang thiếu trong nhóm làm việc. Những công ty khởi nghiệp trẻ thường thiếu ít nhất vài vị trí như Marketing, quản lý, vận hành, tài chính … Hãy cho họ biết để có thể giúp bạn.

10. Nhu cầu vốn: Nói rõ số tiền đã được đầu tư vào, từ ai, phân chia sở hữu, và bạn cần bao nhiêu để đưa ý tưởng/doanh nghiệp lên mức tiếp theo (và nói rõ mức tiếp theo bạn nhắm đến là gì, ví dụ: mở cửa hàng thời trang bên cạnh trang web sẵn có, đạt được 5.000 khách hàng trung thành …). Bạn có cần nhiều vòng gọi vốn? Hình thức đầu tư bạn hướng đến là gì (vay mượn, mua cổ phần …)? Đảm bảo rằng bạn luôn nhắc nhở người nghe rằng nhóm điều hành của bạn đủ khả năng để quản lý nguồn vốn đầu tư và đạt được mục tiêu đề ra.

11. Chiến lược rút cho nhà đầu tư: Nhà đầu tư luôn muốn biết họ sẽ nhận loại khoản đầu tư và kiếm lời như thế nào. Hãy cho thấy bạn đã nghiên cứu về các tình huống chốt lời cho nhà đầu tư như kế hoạch chuyển nhượng lại toàn bộ hay một phần công ty cho công ty khác có nhu cầu, IPO, hay phát triển lợi nhuận.

Chúc các bạn may mắn khi ‘pitching’ và một điều cuối cùng cũng không kém quan trọng. Hãy thư giãn và vui vẻ khi pitch, bạn sẽ đạt được thành quả mong muốn.

Theo Caroline – Bplans

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