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| Customer Quotes |
| "I wanted to see measureable improvements - and I did" |
| "We got every inch of the superb service you promised" |
| "When I think about some of the training we've had in the past and what you deliver, there is no comparison" |
Reducing Costs
We were asked to work with the global sales team of a company which supplies equipment to the oil and gas industry. Our objective was to increase the success rate of their sales documents, and to streamline their bid production process.
Case Study - Bid and Proposal Training
Reducing Costs / Managing the Process (Streamlining the Process)
We quickly identified the company’s current approach to quotes, bids and proposals was very process-driven and the documents were stark and impersonal. The effect of this was that the documents were not engaging and did not sell the company’s products effectively. The company was losing out on potential sales and business opportunities. In addition, any attempts they made to tailor proposals to individual customers were laborious and largely ineffectual.
We developed and delivered a bespoke training course that focused on the areas where existing weaknesses were impacting on business performance.
Increased Success
The results produced by the training we carried out included:
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Better conversion rates for sales documents as a result of improvements in content and structure. |
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A more productive and effective sales team with increased confidence and better developed skills. |
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A library of product-specific text that greatly reduced the amount of time and effort required to tailor future bids to customers. |
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Reduced corporate risk due to informed bid or no-bid decision making processes. |
Marked Improvements
The company achieved a 15% reduction in bid costs and an increase in bid to order ratio of 7%.
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