Lunch and Learn: Influencing decision-makers when bidding for contracts

An award winning sales & business leader, I help clients achieve their growth ambitions by equipping them with Go To Market (GTM) strategies, tools, and processes to sell more effectively and accelerate their growth. I achieve this by listening to buyers and procurement teams explain how they evaluate and choose from a range of potential suppliers (why they bought - or didn’t) and using analysis of this feedback deliver practical advice that covers: Lead Generation – ICP (Ideal Customer Profile) and how to get their attention. Opportunity Qualification – how to get the maximum return from your sales team. Growing business from existing clients – easier, quicker and more cost effective than developing new business. Value Propositions – summarising why a customer should buy a product or service from you and how to quantify your customers benefits. Opportunity Capture Planning – taking a pro-active approach to secure the sale. Win/Loss Reviews – learning from success (or failure) to ensure future growth. With experience across multiple industries and business stages, I can quickly assess challenges/opportunities and provide recommendations to accelerate a business’s progress. In 2010 I co-founded Practical Sales Processes (PSP), a sales and business consultancy focused on helping clients achieve their growth ambitions by enhancing their business strategies and processes. Whilst on assignment as Managing Director of Low Power Radio Solutions I was awarded the Strategic Mentors ‘Business Person of the Year’ award at the West Oxfordshire Business Awards for leading a successful business turnaround. I am also a Coach in the Business Wales 'Accelerated Growth Programme' which forms part of the Welsh Government’s ‘Business Wales Entrepreneur and SME support services’ programme. The aim of this is to support and develop Start up and SMEs within Wales that have high growth aspirations and potential. If you are looking for a seasoned executive to give an independent perspective on your ‘Go To Market’ strategy and execution I'd welcome an opportunity to discuss your business goals and explore with you how to achieve them.