The committee will vote on who we will do business with.
Uh oh. Decision by committee. Not only that, you can bet that someone on the committee has a brother-in-law submitting a bid. What can you do?
Remember, most committees operate by majority rule. Work to get the votes on your side. If at all possible, get in front of the committee. Meet them head on and address the pain they each bring to the meeting.
If you can't get in front of them, find out who is on the committee and start building allies. It is possible to influence the committee from the outside by developing a relationship with the key influencer. Learn all you can about the committee to make the sale!
Are You Ready?