Sales Effectiveness

    • Illustrative Expertise:

      • Measurement and Reward
      • Tender Conversion

      Case Study: Increasing Sales with "Insider Knowledge" of Procurement

      Our client asked FirstCatalyst to evaluate their current Sales approach for bids and to recommend changes in order to increase winning sales

      • Situation:

        Our client had an experienced Tender team armed with an extensive Tender Response database, which they used to respond to a high number of Requests for Proposals. But senior management felt they were not achieving an optimal number of sales given their volume of sales bids.

      • Solution:

        FirstCatalyst conducted an evaluation of the Tender Team processes, their tools including their Tender Response database and also interviewed previous potential clients to obtain their assessment of why sales were or were not successful.

      • Impact:

        The SalesCatalyst evaluation highlighted numerous recommendations to positively impact on sales effectiveness, including:
        • Providing the Sales and Tender teams with "insider knowledge" of how Procurement works and makes decisions
        • Recommending changes to the responses and information provided as part of a Sales Proposal
        • Restructuring how Sales Proposal presentations are developed and conducted
        • Creating a stronger alignment between the Tender and Sales Teams