Bring out the Big Guns…maybe not

There’s an assumption that inviting the most senior people in your organisation to meet with your important customers is a guaranteed way of improving the relationship or adding sales. It can be, but then again, it can also be a mistake. I know of plenty of instances where this type of approach has backfired – […]

5 Top Tactics for Bid Differentiation

In the Outsource market, the trend towards a greater number of contracts with smaller overall values continues. As per the ISG Outsourcing Index®, the number of restructured and new scope awards are at new high levels, whilst the decline in annual contract value (ACV) continues its (so far) decade long decline. This isn’t just affecting [...]

The Impact of Design

Show. Don’t tell Studies show that ‘our brains not only process visuals faster, but they retain and transmit much more information when it’s delivered visually’. In a digital era, saturated with feeds of colourful content, all striving to strike the eye of the prospect, it’s harder than ever to leave a lasting impression; whether it’s […]

Please just sell me something!

I’m not sure about you, but when I go to buy something, I want to know how it meets my needs and how much it costs. That’s it. I understand that sometimes a more consultative approach is required if the thing I’m buying is solving a complex problem but if I am buying an app [...]