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Martin Smith & Simon Wellstead | Bid Solutions & SMSW Media WANTING IT MORE
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clients win new business
- Helped progress over 2000
careers
- Previously spent 10 years at
global IT organisations
- Developed Dell’s first global
knowledgebase
Board
- A creative sales thinker who strives
to cut through corporate ‘noise’
- An advocate of the ‘beauty of
simplicity’ and wanting it more
- Previously worked in advertising,
sales & marketing for blue chip
- rganisations
- Passionate about using the power
- f advertising to benefit the bid
landscape
Martin Simon
About Us
SLIDE 3 Martin Simon
About Us
O.C.S.D
SLIDE 4 Market Analysis
Patterns Trends Future
SLIDE 5
- More Skilled
- Critical Writer Shortage
- Salary Challenges
- Glass Ceiling
- Contractor & Consultancy
Overload
- Sales Groundhog Day
- Apprentice Programme
- Clients Cherry Picking Talent
- APMP Evolving
- Recognition of Gender Imbalances
Market Analysis - People
SLIDE 6 Market Analysis - Process
- No Common Process
- Procurement Standardised
- Qualification
- Job Descriptions
- Sales Process
- The Weakest Link
- RFPs Focussed on Real
Requirements
SLIDE 7 Market Analysis - Tools
- Technology and the Dating Game
- Benchmarking
- Macro v Micro
- Imagine a day when…..
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Advertising Definition
To announce or praise (a product or service) in a medium of communication in order to induce people to buy or use it.
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The Future?
We will all be working in
advertising!!!
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SLIDE 16 99% of our clients
…don’t think they are or can do extraordinary things …don’t highlight the extraordinary …have forgotten the extraordinary …don’t recognise the extraordinary that is sat all over their business …are frustrated that they cannot show the extraordinary
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If this is the benchmark
How do we get to extraordinary?
SLIDE 18 A standard response?
Microsoft
SLIDE 19 A standard response?
Babcock
SLIDE 20
Room for extraordinary?
It comes down to a mentality, an attitude, a confidence, a pride and a thought process
SLIDE 21 It’s the extraordinary that leads to:
Unique Selling Points Value Proposition(s) Powerful Win Themes Case Studies Testimony & Proof Points
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Building Extraordinary Bid Teams & Cultures
Easier said than done… or is it?
SLIDE 23 Wanting it more at every stage?
- Where is the deal won and lost?
- Injecting ‘Extraordinary’
- Harmonising People, Process & Tools
- Recognising Barriers
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Be a trend setter
SLIDE 25 Be extraordinary
- What does an extraordinary future look like for your people / process / tools?
- Understand what extraordinary means to your clients
- What does the billboard look like?
- Do you know where to find the extraordinary in your business?
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