Martin Smith & Simon Wellstead | Bid Solutions & SMSW Media

WANTING IT MORE

• 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

Martin Simon

About Us

O.C.S.D

Market Analysis

Patterns Trends Future

• 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

Market Analysis - Process

• No Common Process

• Procurement Standardised

• Qualification

• Job Descriptions

• Sales Process

• The Weakest Link

• RFPs Focussed on Real

Requirements

Market Analysis - Tools

• Technology and the Dating Game

• Benchmarking

• Macro v Micro

• Imagine a day when…..

Advertising Definition

To announce or praise (a product or service) in a medium of communicationin order to induce people to buy or use it.

The Future?

We will all be working in

advertising!!!

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

If this is the benchmark

How do we get

to extraordinary?

A standard response?

Microsoft

A standard response?

Babcock

Room for extraordinary?

It comes down to a mentality, an attitude, a confidence, a pride and a thought process

It’s the extraordinary that leads to:

Unique Selling Points

Value Proposition(s)

Powerful Win Themes

Case Studies

Testimony & Proof Points

Building Extraordinary Bid Teams & Cultures

Easier said than done… or is it?

Wanting it more at every stage?

• Where is the deal won and lost?

• Injecting ‘Extraordinary’

• Harmonising People, Process & Tools

• Recognising Barriers

Be a trend setter

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?