martin smith & simon wellstead | bid solutions & smsw...
TRANSCRIPT
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Martin Smith & Simon Wellstead | Bid Solutions & SMSW Media
WANTING IT MORE
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• Passionate about helping
clients win new business
• Helped progress over 2000
careers
• Previously spent 10 years at
global IT organisations
• Developed Dell’s first global
knowledgebase
• Served on the UK APMP
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
organisations
• Passionate about using the power
of advertising to benefit the bid
landscape
Martin Simon
About Us
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Martin Simon
About Us
O.C.S.D
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Market Analysis
Patterns Trends Future
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• 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
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Market Analysis - Process
• No Common Process
• Procurement Standardised
• Qualification
• Job Descriptions
• Sales Process
• The Weakest Link
• RFPs Focussed on Real
Requirements
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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 communicationin 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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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?
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A standard response?
Microsoft
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A standard response?
Babcock
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Room for extraordinary?
It comes down to a mentality, an attitude, a confidence, a pride and a thought process
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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?
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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
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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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