Nothing happens until someone sells something…” Many organisations that we encounter suffer from one or more of the following challenges: unstructured and ill-equipped teams delivering correspondingly poor tender responses; sales collateral that is unengaging and unsuccessful; underperforming product management functions; a lack of service innovation and, above all – ever-increasing pressure to address new markets and clients.

Success comes from the right marketing approach, the right processes and the ability to communicate and demonstrate success.

From effective lead generation through to deal-pursuit and closure, we understand the processes and can offer support and a fresh independent viewpoint.  We have assisted IT manufacturers, their partners and IT suppliers with market research, core materials development, training and in some cases, sales resource and sales agency services.

We support our clients to deliver success throughout the full business cycle including:

  • New product/service development
  • Value proposition development
  • Boilerplate materials preparation
  • Annuity revenue development programmes
  • Channel/Partner strategy and development
  • Lead generation
  • Business development support
  • Bid management
  • Contract drafting and negotiation
  • Business take-on
  • Contract restructuring
  • Renewal management

With access to wide network of experts in a variety of fields we customise our approach to every engagement – addressing specific agreed objectives.

INVESTING IN BESPOKE TRAINING

Having managed IT procurement programmes for a wide range of clients and services, we are very clear on the right and wrong approaches of bidding for work – and less is definitely more, every time.

We have created Sales Proposal Training that enables sales people to write engaging sales documents that clearly and concisely explain why their offer is more compelling than everyone else’s.

We have also created Product Management Training that delivers practical guidance to technical product managers who perhaps lack a formal marketing background.

BID WRITING

Improve proposal win ratios
Analyse opportunities
An Build persuasive arguments
An Break client/prospect-inertia

PRODUCT MANAGEMENT

Finding new inspiration
Client-centred designs
An Internal Communication
An Market Communication

MARKET DIFFERENTIATION

All of our courses are tailored to make use of real world examples of good and bad practice from the client’s own business.

Having managed IT procurement programmes for a wide range of clients and services, we are very clear on the right and wrong approaches of bidding for work – and less is definitely more, every time.

Related work


Sales agency with ongoing strategic support

In building a partner network in the UK associated with its Printless service, our French client knew they would need a simple but comprehensive contract structure and content: a partnering Master Services Agreement with individual Customer Engagement Schedules, and back-to-back terms to enable partners to contract the service with their clients as well as a preliminary agreement of partnering ‘intent’, or Heads of Agreement.
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Channel management support

In building a partner network in the UK associated with its Printless service, our French client knew they would need a simple but comprehensive contract structure and content: a partnering Master Services Agreement with individual Customer Engagement Schedules, and back-to-back terms to enable partners to contract the service with their clients as well as a preliminary agreement of partnering ‘intent’, or Heads of Agreement.
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Project Management methodology and training

Operational maturity challenges are common with growing businesses, as they pass the point where process ownership by individual is good enough and find the need for wider process management and disciplines. Our client was at that stage and recognised their need for a common implementations project control, seeking our help with training and materials to resolve the problem.
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Service development consulting in EMEA for a global printer and managed solutions provider OEM

Well-known in the middle market for business printers, our client was gearing up to move into managed document solutions, with a wider range of multi-function devices, software and an associated go-to-market strategy. Project lead Javier Lopez needed external assistance with research in order to benchmark country capability across the in-scope markets and with sales operational materials, including Service Catalogue and collateral, partner and customer agreements.
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Sales improvement in IT managed services

Our client is a £100m pa managed services business. While their responses to formal RFP documents were solid and demonstrably successful, they had identified that a proportion of their sales teams often struggled to structure and write ’freeform’ sales proposals.
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Launching a new managed print service in the UK

A leading French provider in the world of managed print, our client’s software platform has more than 250,000 devices under management, serving countless end-users in banks, hospitals and major retail organisations.  Printless is a service based on this platform, allowing UK businesses to acquire the solution at no cost and deploy in a multi-vendor fleet, saving 30% or more on current costs.
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What our clients say


Can we help?

Steve Pye

+44 (0)7712 050604 stephen.pye@acertassociates.com