Hands On
Intelligence, Workshops and Deal Support
In the Hands On domain, there are three different ways we can assist in winning a deal:
– Intelligence: gathering the info you need to to win a deal
– Workshops: assessing relevant information, drawing conclusions and define actions
– Deal Support: allocation of one (or some) experts to collaborate with your staff.
See the three different sections below for more information on each way of supporting you. Or even better: contact us to find out what way of support would best suit you at this point in time.
1. Intelligence
Intelligence is typically gathered before you decide to pursue an opportunity. However, there are of course exceptions to the rule. See our Insights section for an example.
Market Surveys
We conduct comprehensive market surveys to explore industry trends, competitor actions, and customer needs. Our findings enable you to adjust your strategies and capitalize on emerging opportunities.
Leveraging our extensive network, we provide actionable insights for strategic decisions that drive growth. We occasionally collaborate with our partner KODE. Through their in-depth evaluations of critical aspects, they are able to generate a holistic overview of your organisation.
Business Development
Adopting a proactive strategy is far more beneficial than simply reacting to a Request For Proposal (RFP) amidst a crowd of competing vendors.
We will cultivate a lead until it’s primed for your bid team, concentrating on identifying decision makers, influencers, and gaining insight into the competition. Furthermore, we’ll foster relationships with customers to give you an advantage in the sales process.
AI Opportunities
Numerous businesses are actively investigating the vast potential of AI technology. This emerging technology will have significantly broader implications than many initially expected and anticipated.
We can assist you in identifying key market trends, uncovering valuable opportunities, assessing competitor actions, and navigating complex legal and regulatory hurdles. We will help you to enhance your performance in this evolving landscape of innovation.
Pipeline Scan
You have several opportunities at hand, but you’re uncertain about which ones to pursue. You have some insights regarding priorities, potential revenue, and bidding costs. Has your organisation the right focus?
We assist you in evaluating all the opportunities within your pipeline, establishing appropriate qualification criteria, and determining priorities. The outcome is a robust, prioritised, and manageable pipeline that is clearly comprehended by your sales teams, facilitating internal communication.
2. Workshops
Workshops are generally held during the phase when you are pursuing an opportunity. We list them below, in the order in which they’re relevant during a single sales cycle: Pursuit Assessment, Win Strategy , Proposal Assessment and Contract Assessment .
Pursuit Assessment Workshop
To maximise your investment of time and resources, focus on opportunities that yield reliable revenue from clients who genuinely seek effective solutions. Such clients not only have the financial capacity but also align with your strategic objectives.
In addition to our RFP Review, this Workshop will help you to identify potential challenges and to assess whether to pursue an opportunity. We of course provide guidance on enhancing your chances of success.
Win Strategy Workshop
Once you choose to chase an opportunity, it’s essential to evaluate the competitive environment and identify possible obstacles. What strengths do you possess to beat your competitors? How to counteract their strategic advantages? What steps to take to address any weaknesses in your offering?
Our Win Strategy Workshop utilizes a robust methodology to collaboratively develop a successful sales strategy. We analyse your options for addressing real-world challenges.
Proposal Assessment Workshop
Securing a deal involves more than submitting a written proposal; it is crucial that your proposal is clear, persuasive, and comprehensive. This is particularly important for public tenders where submissions are usually evaluated by multiple customer employees, making quality and consistency essential.
In addition to a Proposal Review, consider engaging experienced specialists in a Workshop to assess whether your proposal meets the customer’s needs. The expert feedback from this workshop will significantly enhance proposal quality.
Strategic Customer Meeting Workshop
You are preparing for an executive meeting with your prospect or customer, but you lack a clear strategy to leverage this opportunity. It’s crucial to gauge their level of interest effectively.
We assist you in organizing a board-level meeting focused on establishing (and enhancing) the strategic partnership between you and the customer as collaborative business allies. This will serve as a foundation for ongoing profitable ventures.
Contract Assessment Workshop
Does your contract, Service Level Agreement (SLA) or Transfer Agreement meet your and your customer’s requirements? This is of course particularly important when the document represents a significant part of your revenue.
Alongside a Contract Review, SLA Review or Transfer Agreement Review, our specialists can conduct this workshop to evaluate your prospect’s directives along with your proposed actions, to help pinpoint possible shortcomings.
3. Deal Support
Deal Support primarily involves enhancing your team’s capabilities with specialist expertise. This can come in the form of experienced professionals who strengthen your existing team or a dedicated service that handles all aspects of proposal writing on your behalf, especially useful for European tenders.
Deal Team Specialists
Whether you require a Deal Maker, Bid Manager, Financial Expert, Legal Counsel, HR Specialist, Transition Manager, or any other expertise, we can quickly connect you with the appropriate professionals from our network.
From an individual expert to a full bid team, our specialists will work alongside your staff to ensure success. We’re also open to sharing some risk if that aligns with your preferences.
European Tenders
European Tenders represent a distinct category of agreements. Highly formalized and structured, allowing little room for deviations from established rules. Vendor selection usually employs a points-based system while minimizing outright disqualifications. References are essential, and most competitors are well-acquainted with the intricacies of the process and its potential challenges.
We work closely with a Dutch company, We Do Bids, which specialises in writing proposals for European Tenders.