Acquisition, Conversion & GTM Operations
Refocusing commercial effort on winnable, profitable opportunities
The sales organisation followed a reactive ‘respond to everything’ approach. Teams missed deadlines and spent significant effort on low-value opportunities.
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Construction site or a tender/proposal review meeting
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The initial constraint
Commercial capacity was the limiting factor, spread thin across opportunities regardless of fit or likelihood of winning.
Why the obvious explanation was incomplete
Hiring more proposal staff would have added capacity to the same undifferentiated process, rather than addressing which opportunities deserved that capacity.
smart42 system layers involved
MarketMotionSystem
Strategic decisions
- — Shift the commercial motion towards strategic pursuit of projects above €500K
- — Define budget and sector scoring criteria for qualification
- — Standardise the proposal process to reduce preparation time and errors
What was redesigned and implemented
Redesigned
- — The qualification and prioritisation logic for incoming tenders
- — The proposal preparation process and templates
Implemented
- — Automated tender monitoring
- — Budget and sector scoring
- — Automated requirements parsing
- — Standardised proposal templates
How work changed
- — The sales team focused on winnable, profitable tenders instead of every opportunity
- — First-draft proposals moved from a seven-hour task to a 35-minute task
Results in this engagement
Qualified tender pipeline
+5.3×
Proposal preparation time
−92%
Error-based disqualifications
−72%
Results are specific to this engagement and are not a guarantee of future outcomes.