Eventbrite - Why Buyer's Don't Buy - Webinar
Tuesday, 13th April, 2021 1:00pm - 2:00pm
In case you missed the invitation, we would like to invite you to the Artemis Partnership’s upcoming webinar: Why Buyer’s Don’t Buy:
The FREE Webinar on April 13th Identifies The Most Common Mistakes Made by Pursuit Teams, How to Recognize and Avoid Them, and Improve a Team’s Win Rate
Are you winning your new business pursuits as often as you should? If youʼre not, do you really know why? This webinar for new business pursuit teams, hosted by The Artemis Partnership, will help you find answers to this very question. Artemis managing partner, Americas, Bob Wiesner, a business development consultant with more than 25 years of experience, will serve as lead presenter.
According to Bob Wiesner, “If you lost a pursuit, are you hearing the REAL reason you lost? And if you don’t know why you really lost, thereʼs no reason to believe you can significantly, and sustainably, improve your win rate.”
The FREE one-hour webinar will take place on Tuesday, April 13, 2021 at 1 pm (EDT) / 10 am (PDT) / 6 pm (GMT). To register, click here. A recording of the webinar will be available to everyone who registers, even if unable to attend.
Key takeaways from the webinar include:
- Most common mistakes made by pursuit teams
- How to recognize mistakes and avoid them
- How to re-redirect pre-RFP activities for better results
- A real understanding of how buying decisions are really made
- Creating true differentiation and persuasion
Current News.
Why Intensity is the Key to Unlocking Your Post-COVID Sales Growth
Bob Wiesner, Managing Partner, Americas for The Artemis Partnership authored this article in Selling Power magazine. In this article, entitled: ‘Why Intensity is the Key to Unlocking Your Post-COVID Sales Growth,’
Bob expresses a high degree of optimism as we move into 2021. According to Wiesner, this means that meeting past revenue targets means companies will need to win more pursuits and the key to achieving success won’t mean simply going back to the way things were done pre-COVID-19. He emphasizes that intensity matters and outlines behavior shifts to achieve that intensity.
To read on, click here (hyperlink here) with this link: https://www.sellingpower.com/2021/03/16/17949/why-intensity-is-the-key-to-unlocking-your-post-covid-sales-growth
Bob expresses a high degree of optimism as we move into 2021. According to Wiesner, this means that meeting past revenue targets means companies will need to win more pursuits and the key to achieving success won’t mean simply going back to the way things were done pre-COVID-19. He emphasizes that intensity matters and outlines behavior shifts to achieve that intensity.
To read on, click here (hyperlink here) with this link: https://www.sellingpower.com/2021/03/16/17949/why-intensity-is-the-key-to-unlocking-your-post-covid-sales-growth
Leading through adversity in unprecedented times
Although much of our work in large organisations is helping them win their most important opportunities and driving effective growth strategies, recently many of our conversations with senior executives is focussed on survival strategies, not just in the sales arena, but for the broader organisation.
Most of our senior team around the world have held C-suite roles themselves, and have deep experience in developing sales and management strategies for challenging economic times.
Several of our team also call on past military experience to help contextualise handling crisis situations. One such advisor is UK based Jonathan Bowman-Perks. He is a former Major in the British Army and Chief of Staff to the British Army's largest Brigade with 77 headquarters staff and 12,500 officers and troops. He was also Assistant to the Head of the British Army, and commanded his Company on 3 operational combat tours. Her Majesty the Queen awarded him the MBE (Member of the British Empire) for his services to leadership in training UN leaders who helped prevent a massacre in East Timor.
We are pleased to advise that Jonathan has recorded a number of short informative interviews with leaders including Generals, distinguished SAS Officers, CEOs and government leaders to help give valuable learnings on leadership in difficult times. The Artemis Partnership is proud to share these hard-won lessons, top tips and practical leadership advice for our clients and followers at this time.
Of particular interest are the interviews with those leaders who come from military crisis management / emergency planning backgrounds. Jonathan’s 20 years of military experience has included serving in several international crisis situations, including active war zones. This experience has helped him ask the questions that can help leaders manage unprecedented levels of change and impact to their organisation. Our clients who have been exposed to this material say that at this “pivot point” the insights in the videos have helped them to focus and to think clearly in times of rapid change and stress.
To our clients and contacts, we are offering weekly video and newsletter advice and coaching, specifically to help executives like you – and your team - think more clearly, whilst engaged in Business Continuity Planning to survive and thrive, and to ensure your organisation leads its sector when business environment settles into the ‘New Normal’.
How best to remain “calm under fire”, prioritise, give clear direction, inspire and appreciate the people around you are all valuable techniques of leadership at any time, but especially now. Having an experienced Artemis Partnership leadership coach may help to weigh up the difficult decisions, think through what matters most, and make decisions in a psychologically safe environment.
Most of our senior team around the world have held C-suite roles themselves, and have deep experience in developing sales and management strategies for challenging economic times.
Several of our team also call on past military experience to help contextualise handling crisis situations. One such advisor is UK based Jonathan Bowman-Perks. He is a former Major in the British Army and Chief of Staff to the British Army's largest Brigade with 77 headquarters staff and 12,500 officers and troops. He was also Assistant to the Head of the British Army, and commanded his Company on 3 operational combat tours. Her Majesty the Queen awarded him the MBE (Member of the British Empire) for his services to leadership in training UN leaders who helped prevent a massacre in East Timor.
We are pleased to advise that Jonathan has recorded a number of short informative interviews with leaders including Generals, distinguished SAS Officers, CEOs and government leaders to help give valuable learnings on leadership in difficult times. The Artemis Partnership is proud to share these hard-won lessons, top tips and practical leadership advice for our clients and followers at this time.
Of particular interest are the interviews with those leaders who come from military crisis management / emergency planning backgrounds. Jonathan’s 20 years of military experience has included serving in several international crisis situations, including active war zones. This experience has helped him ask the questions that can help leaders manage unprecedented levels of change and impact to their organisation. Our clients who have been exposed to this material say that at this “pivot point” the insights in the videos have helped them to focus and to think clearly in times of rapid change and stress.
To our clients and contacts, we are offering weekly video and newsletter advice and coaching, specifically to help executives like you – and your team - think more clearly, whilst engaged in Business Continuity Planning to survive and thrive, and to ensure your organisation leads its sector when business environment settles into the ‘New Normal’.
How best to remain “calm under fire”, prioritise, give clear direction, inspire and appreciate the people around you are all valuable techniques of leadership at any time, but especially now. Having an experienced Artemis Partnership leadership coach may help to weigh up the difficult decisions, think through what matters most, and make decisions in a psychologically safe environment.
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How can our business stay motivated to win pursuits during a crisis?
Read More Here: https://www.superbcrew.com/the-artemis-partnership-helps-its-clients-win-more-new-business-at-higher-margins/
Introduction to the Artemis Principles.
SEA 5000 Win
Winning News
BAE Systems - SEA 5000 bid
BAE Systems has been announced as the winning bidder in this hotly contested bid to supply the design and to manage the construction of nine anti-submarine Frigates for the Royal Australian Navy beating strong bids from Spain and Italy. One defence analyst refers to it as the “Deal of the Century”. It is one of the world’s largest naval contracts in decades and is valued at GBP £20 Billion.
Our Clients
BAE Systems Maritime – UK
BAE Systems is a global defence, aerospace and security company employing around 83,100 people worldwide supplying products and services to the air, land and naval forces of UK and allied nations, as well as advanced electronics, security, information technology, and support services.
Our Services
Live Pursuit Consulting including facilitation of a Win Room, development of win messages and positioning, structuring, and editing of response document and associated video, and authorship of key summary sections.
What we are proud of
Ian Forbes from The Artemis Partnership was external bid advisor to BAE Systems in this bid to supply the design and to manage the construction of nine anti-submarine Frigates for the Royal Australian Navy. Ian worked directly with the campaign team on this most complex bid that is of great strategic and economic importance to both the UK and Australia. As part of a team of more than 100 technical, commercial, military and communication experts, Ian helped to facilitate the creation of a clear win theme and positioning for the bid and worked to ensure the strength of the bid was clearly articulated in every section of the substantial proposal.
Bid Context
In a BBC report Francis Tusa, editor of industry newsletter Defence Analysis, said the selection of BAE Systems as the preferred tenderer for the SEA 5000 program was the “Deal of the Century”. It is the first international order for a new high-tech British designed warship in decades. British Prime Minister Theresa May hailed the announcement and said it was the “perfect illustration” of the deals Brexit Britain will be striking with countries outside the EU.
BAE Systems - SEA 5000 bid
BAE Systems has been announced as the winning bidder in this hotly contested bid to supply the design and to manage the construction of nine anti-submarine Frigates for the Royal Australian Navy beating strong bids from Spain and Italy. One defence analyst refers to it as the “Deal of the Century”. It is one of the world’s largest naval contracts in decades and is valued at GBP £20 Billion.
Our Clients
BAE Systems Maritime – UK
BAE Systems is a global defence, aerospace and security company employing around 83,100 people worldwide supplying products and services to the air, land and naval forces of UK and allied nations, as well as advanced electronics, security, information technology, and support services.
Our Services
Live Pursuit Consulting including facilitation of a Win Room, development of win messages and positioning, structuring, and editing of response document and associated video, and authorship of key summary sections.
What we are proud of
Ian Forbes from The Artemis Partnership was external bid advisor to BAE Systems in this bid to supply the design and to manage the construction of nine anti-submarine Frigates for the Royal Australian Navy. Ian worked directly with the campaign team on this most complex bid that is of great strategic and economic importance to both the UK and Australia. As part of a team of more than 100 technical, commercial, military and communication experts, Ian helped to facilitate the creation of a clear win theme and positioning for the bid and worked to ensure the strength of the bid was clearly articulated in every section of the substantial proposal.
Bid Context
In a BBC report Francis Tusa, editor of industry newsletter Defence Analysis, said the selection of BAE Systems as the preferred tenderer for the SEA 5000 program was the “Deal of the Century”. It is the first international order for a new high-tech British designed warship in decades. British Prime Minister Theresa May hailed the announcement and said it was the “perfect illustration” of the deals Brexit Britain will be striking with countries outside the EU.
Callison RTKL Win
Winning News
CRTKL - UC San Diego Hillcrest Campus Redevelopment Phase I project
At the end of April, Ian Forbes from The Artemis Partnership led a Winning Momentum workshop in the Dallas office. Members of the HPG attended and took the opportunity to dovetail the training with our pursuit for the UC San Diego Hillcrest Campus Redevelopment Phase I project.
Our Clients
Callison RTKL is a global architecture, planning and design firm. The firm was founded in 1946 and grew to be one of the largest architectural firms in the world. It was acquired by Arcadis NV in 2007.
Our Services
With Ian and Todd Lundgren’s guidance, CRTKL spent a day and a half gathering information and whittling down differentiators to what they thought would resonate with the client. They decided upon the tagline - Unlocking Your Potential: A framework for the future. With Ian still guiding the CRTKL team, he suggested presentation boards for our interview. Despite this being out of their comfort zone, they accepted the challenge and with only a month to go, honed their message with precision to ensure their winning bid. 11 Days before the interview, Ian led an intense, in-person presentation training session with the interview team. The team learned skills in presenting, but also choreography, timing, cadence and interactions of everyone else in the room.
What we are proud of
Feedback from Randy Leopold at UCSD saying, “Congratulations to you and the whole CRTKL team. Jacky, Danielle, Sachin, Sarah, and John Eric did an amazing job – finding just the right blend on every front…challenging, respectful, passionate, and THOROUGHLY prepared. We are really excited to partner up once again. Looking forward to this journey together.
CRTKL - UC San Diego Hillcrest Campus Redevelopment Phase I project
At the end of April, Ian Forbes from The Artemis Partnership led a Winning Momentum workshop in the Dallas office. Members of the HPG attended and took the opportunity to dovetail the training with our pursuit for the UC San Diego Hillcrest Campus Redevelopment Phase I project.
Our Clients
Callison RTKL is a global architecture, planning and design firm. The firm was founded in 1946 and grew to be one of the largest architectural firms in the world. It was acquired by Arcadis NV in 2007.
Our Services
With Ian and Todd Lundgren’s guidance, CRTKL spent a day and a half gathering information and whittling down differentiators to what they thought would resonate with the client. They decided upon the tagline - Unlocking Your Potential: A framework for the future. With Ian still guiding the CRTKL team, he suggested presentation boards for our interview. Despite this being out of their comfort zone, they accepted the challenge and with only a month to go, honed their message with precision to ensure their winning bid. 11 Days before the interview, Ian led an intense, in-person presentation training session with the interview team. The team learned skills in presenting, but also choreography, timing, cadence and interactions of everyone else in the room.
What we are proud of
Feedback from Randy Leopold at UCSD saying, “Congratulations to you and the whole CRTKL team. Jacky, Danielle, Sachin, Sarah, and John Eric did an amazing job – finding just the right blend on every front…challenging, respectful, passionate, and THOROUGHLY prepared. We are really excited to partner up once again. Looking forward to this journey together.