Martin Smith & Simon Wellstead | Bid Solutions & SMSW Media WANTING IT MORE
About Us Martin Simon • A creative sales thinker who strives • Passionate about helping to cut through corporate ‘noise’ clients win new business • An advocate of the ‘beauty of • Helped progress over 2000 simplicity’ and wanting it more careers • Previously worked in advertising, • Previously spent 10 years at sales & marketing for blue chip global IT organisations organisations • Developed Dell’s first global • Passionate about using the power knowledgebase of advertising to benefit the bid landscape • Served on the UK APMP Board
About Us Martin Simon O.C.S.D
Market Analysis Patterns Trends Future
Market Analysis - People • • More Skilled Apprentice Programme • • Critical Writer Shortage Clients Cherry Picking Talent • • Salary Challenges APMP Evolving • • Glass Ceiling Recognition of Gender Imbalances • Contractor & Consultancy Overload • Sales Groundhog Day
Market Analysis - Process • • No Common Process The Weakest Link • • Procurement Standardised RFPs Focussed on Real Requirements • Qualification • Job Descriptions • Sales Process
Market Analysis - Tools • • Technology and the Dating Game Macro v Micro • • Benchmarking Imagine a day when…..
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.
The Future? We will all be working in advertising!!!
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
If this is the benchmark How do we get to extraordinary?
A standard response? Microsoft
A standard response? Babcock
Room for extraordinary? It comes down to a mentality , an attitude , a confidence , a pride and a thought process
It’s the extraordinary that leads to: Unique Selling Points Value Proposition(s) Powerful Win Themes Case Studies Testimony & Proof Points
Building Extraordinary Bid Teams & Cultures Easier said than done… or is it?
Wanting it more at every stage? • Where is the deal won and lost? • Injecting ‘Extraordinary’ • Harmonising People, Process & Tools • Recognising Barriers
Be a trend setter
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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