Sales Excellence

If you are responsible for generating the bid opportunities or, ideally, avoiding bidding altogether by creating a sole source situation, you may be facing one of the following scenarios:

  • You are frustrated that your sales people for not performing in line with your expectations
  • Your sales people constantly blame you and the company for their failure to sell more
  • You struggle to understand the activity profile and progress your sales people are making and how and when it will translate into revenue and profit for you

Bidding is actually part of a complete sales process. We plead with you not to "blind bid" - respond to a prospect's formal request for a proposal with no prior engagement. Before you bid, you need to have done some selling to create the bid opportunity.  

Whether you are setting up your sales force for the first time, or you feel there is room to improve your sales capability, you can achieve much higher levels of sales maturity and win more business by working with i4's proven sales models and methods. I can help you:

  • Assess your sales capability: I know from experience that a "problem with sales" is often not a problem with the sales function at all, but a problem with strategy or supporting functions. Therefore, I assess where you are selling (markets and contacts) and what you are selling (products, messages and positioning) as well as how you are going to market. 
  • Establish or refine the sales team to optimise performance: this may involve adjusting the composition and/or function of sales and/or the supporting functions.
  • Set up metrics: to baseline the current performance and measure improvement.
  • Set up key processes: including capture planning, account planning, pipeline and forecast reviews.

Once you are up and running, I can bow out gracefully or provide regular, independent checkpoints to confirm how performance is progressing.

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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

Contact Us

Please contact us on the following phone number with any questions or to make an appointment:

+44 (0) 7854 051979

Please also use our contact form.


Click on Winning Performances to see what success looks like at i4.

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