The fight for time during the Bid cycle is a perpetual challenge for every Bid and Proposal professional. While complaints will not get you anywhere the onus is on every Professional to ensure that what happens between Bids, helps deliver more time during the Bid Cycle.
Pre Sales is increasingly becoming a Strategic function and like any Strategic function requires a good governance framework to ensure that the wheels are moving. Pre Sales governance needs framework of Collaboration, Enablement and Oversight to ensure that the business goals of this function is being met. Read Full Post
The dictionary meaning of intelligence is “the capacity for understanding; ability to perceive and comprehend meaning”. In the context of Sales and the process of client acquisition, building intelligence of the client environment involves complexity, a dynamic environment and information which is both structured and unstructured. Read Full Post
Every organization would like to pursue opportunities in line with their business strategy AND the ones where they have the best chance to win. Remember the capacity of the Pre Sales team is fixed so pursuing all opportunities will lead to tremendous stress on the system and losses too. Read Full Post