2012: Interesting Stuff

30th December 2012: Your Body Language Shapes Who You Are

Excellent positive thinking for the New Year from Amy Cuddy in her 20 minute presentation on Body Language.  Body language affects how others see us, but it may also change how we see ourselves. Social psychologist, Amy Cuddy, shows how “power posing” - standing in a posture of confidence, even when we don’t feel confident - can affect testosterone and cortisol levels in the brain, and might even have an impact on our chances for success. Well worth viewing.


8th December 2012: The Future of Knowledge Work

This insightful White Paper from Intel® by Tim Hansen provides an outlook on the changing nature of the work environment.  It offers five key ideas about how the attributes of employment and the way people work will change in the future. Start thinking flexibility, dynamic and agile teams, smart systems and "servicification"!


30th November 2012: i4 Gets to Great

i4 is delighted to become a Get to Great® Delivery Partner.  Get to Great® enables you to assess gaps and identify remedial actions in key areas of your business capability quickly and effectively. Closing the gaps drives improved performance, revenue and profit.  i4 will be offering Sales ReadinessSales Effectiveness and Bid Capability assessments. 

23rd November 2012: The Font of the Baskervilles

For anyone interested in the debate over which font to use in proposals, here is some interesting reading about how fonts can actually influence people's thinking.

31st October 2012: SME Suppliers in Public Sector Push via G-Cloud

Good to see so many SMEs getting through to the G-Cloud II Framework.  No sooner has it been launched than G-Cloud III is hitting the streets ready for the next refresh.

26th October 2012: APMP UK Conference - Teaming for Success

This year's Association of Bid and Proposal Management Professional (APMP) conference was a great success.  I enjoyed hearing inspirational talks on the conference theme of Teaming for Success from key note speakers Katherine Grainger and Robin Sieger.  Full details available on the APMP UK web site soon.

4th October 2012: Winning Without Tears

Competitive Bidding - Winning Without Te[...]
Adobe Acrobat document [116.9 KB]

Delighted to have my article "Winning Without Tears" featured in the Institute of Sales and Marketing Management (ISMM) magazine "Winning Edge". 

23rd August 2012: i4 Becomes Shipley Business Partner

i4 is now a Shipley Business Partner and Sarah Hinchliffe is a certified Shipley Trainer for Shipley's internationally renowned portfolio of training courses.

26th July 2012: I Won't Hire People Who Use Poor Grammar...

I love this article by Kyle Wiens as much as I love "Eats, Shoots and Leaves".  Insightful linkage between attention to grammar and attention to other aspects of work and life.

8th July 2012: Less Confident People are More Successful

Excellent article by Tomas Chamorro-Premuzic: new theory that low-self confidence is good and high self-confidence is not so good.  Some interesting parallels to the mindset required when tackling a new bid: think preparation time and good qualification. 

June 29th 2012: 7 Pitfalls of Unprepared Proposal Kick Off

A good article from US based OST Global Solutions warning of the pitfalls of late calls to bid and poorly-run Kick-Off meetings.  Senior managers take heed!

May 29th 2012: APMP Meeting

Enjoyed the APMP Southern Workshop on 29th May on the subject of "Improve your key bid messages using supermarket tricks of the trade."  Very thought provoking and good fun.  Got the job of writing the review

April 15th 2012: The Magic of Doing One Thing at a Time

Although probably hard to tune into this when you are in the midst of one or more proposals, the sentiments are no doubt right!  Enjoy this article by Tony Schwartz

March 9th 2012: IT SMEs could exceed government's 25% target, says Maude

On 9th March, Computer Weekly reported: "Speaking at the Better Deal for Small Businesses event, he [Francis Maude] said the ICT sector could exceed the government’s target to have one-quarter of public sector contracts from small businesses."  Read full article.

March 2nd 2012: The Challenger Sale

Finished reading this great new book.  Key message: taking control of the customer situation. If you apply the thinking creatively, there's plenty of interesting information here to feed into the whole concept of bid excellence, not to mention a take on the choreography analogy!  According to Neil Rackham author of SPIN Selling, this book is..."The most important advance in selling for many years."  See more.

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The Government Commitment to SMEs

The UK government aspires to procure 33% of its goods and services from small and medium-sized enterprises (SMEs). 

Sounds good, but it can be daunting for those new to public sector bidding, who do not understand procurement rules and fear the red tape. 

If you need help, contact sarah@i4salesperformance.co.uk

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