Here's Some Compelling Case Studies

How do you make your proposal stand out from the crowd? It is increasingly difficult to differentiate your proposal from the rest where products are becoming commodities and the customer thinks that cheapest is best. Even when replying to a standard RFP, you must view this as an opportunity to make your proposal look better [...]

Public sector deals are driven by similar cost saving benefits that impact private sector deals but there is often an additional political driver that makes the business case discussion particularly difficult. This can be compounded by the need to save costs driven by central government initiatives. However, it is often difficult to realize headcount savings [...]

Many sales professionals fear the introduction of buyers into the sales process where often the initial price of the solution becomes subjected to a request for a discount. These requests are traditionally passed back to their own organisations… and the supplier’s margins are immediately under pressure. How do sales teams use the balance between initial [...]

How can an investment in what on the surface appears to be a commodity solution be presented in a way that favours you as the supplier? In recent years, investment in technology was seen as an essential commitment to the future, and broadly received the support of most Board members. However, cynicism has increased around [...]

Sales situations invariably reveal the most interesting set of circumstances, some of which put you on the “back foot”. Imagine a scenario where a potential client is genuinely interested in your solution and believes it will solve their business problem. However, the client’s parent company have said they will solve the problem internally but it’s [...]