Many successful organisations have grown through exploring new routes to market, for instance, expanding into new geographies, selling through third parties, or creating strategic alliances. New business models, in particular, doing business on-line, have also proved to be very beneficial when seeking growth. The technology sector, like many other sectors before it, often sells through…
In the 15 years that we’ve enabled organisations to benchmark their bid capability, this subject (standard style and content) has pretty much always come out bottom of the list of things that need fixing. The question we ask people to answer is simple… How consistent is the ‘house style’ and standard content (capability statements and…
It is essential that any organisation, and its various components, plan ahead, and the function of bidding is no different. Planning ahead enables the bid function (or any function for that matter) to ensure it has the appropriate skills and resources available as and when needed, so that they are optimised, and deliver the best…
Selling more of what you already sell works to a degree, but it’s important to listen to customer feedback, and refine the product or service to ensure its continued relevance. At the same time, it’s important to listen to the market, look at what the competition are doing, and develop new value propositions to address…