Skip to content
New issue

Have a question about this project? Sign up for a free GitHub account to open an issue and contact its maintainers and the community.

Sign up for GitHub

By clicking “Sign up for GitHub”, you agree to our terms of service and privacy statement. We’ll occasionally send you account related emails.

Already on GitHub? Sign in to your account

Update Sales and Marketing page “index” #1435

Merged
merged 1 commit into from
Nov 15, 2024
Merged

Update Sales and Marketing page “index” #1435

Changes from all commits
Commits
Show all changes
1 commit
Select commit
File filter

Filter by extension

Filter by extension
Conversations
Failed to load comments.
Loading
Jump to
Jump to file
Failed to load files.
Loading
Diff view
Diff view
8 changes: 2 additions & 6 deletions src/sales-and-marketing/index.md
View file
Open in desktop
Original file line number Diff line number Diff line change
Expand Up @@ -3,7 +3,6 @@ title: Sales and marketing at dxw
related_order: 10
last_reviewed_at: ""
---

The sales team’s overall goal is to generate a pipeline of new work that’s on mission and provides work for our people. We work with D+, [GovPress](/govpress-unit/) and [Neontribe](https://www.neontribe.co.uk/).

We work towards this goal by:
Expand All @@ -17,16 +16,13 @@ We use this in our weekly sales meeting where we present to the wider dxw team.
This involves:

* identifying new opportunities: through portals, direct invitations and referrals, approaches from partners, frameworks and pre-market engagements for upcoming opportunities
* assessing new opportunitie: using a range of criteria. For example, whether it's a good fit based on sector experience, value or an existing relationship. We involve colleagues from across dxw in making decisions to bid.
* assessing new opportunities: using a range of criteria. For example, whether it's a good fit based on sector experience, value or an existing relationship. We involve colleagues from across dxw in making decisions to bid.

We manage the process of bidding for new work, this involves:

1. preparing for the bid by creating a Slack channel, determining the bid team (in discussion with the Heads Of), outlining key dates and steps to bid and adding the opportunity to the sales forecast.

2. communicating with the client’s procurement team via portals or emails this includes asking questions to help write the bid.

3. developing the bid. This typically involves articulating how we’d approach the client’s problems and create value, drafting project approaches and team shapes, creating project budgets, and selecting case studies that show our skills and experience. This is a collaborative process and we build dxw’s sales capability by pairing with delivery colleagues on bid/pitch writing.

4. preparing the team for pitches sometimes we have the opportunity to present our approach to the client. When this is the case, we finalise who the pitch team are, prepare presentations, and organise practice runs.

We aim to create deliverable, exciting proposals that resonate with client teams and ultimately led to projects that have a positive impact on people who use the services we create.
Expand All @@ -43,4 +39,4 @@ We learn from each bid by collecting feedback from all stages to make continuous
* monitoring the sales inbox for new opportunities and communication with clients
* inputting new bids into the sales library and crib sheet to refer to and track feedback
* keeping up to date with the market, such as new framework launches and changes to social value in procurement
* attending networking and training events to make connections and keep our knowledge up to date
* attending networking and training events to make connections and keep our knowledge up to date