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Winning Tenders
Increase your company's growth rate
by Lars Henningsson
Winning tenders is a must for companies facing tough competition and shareholder demands for faster growth.
Few sales organisations have the required know-how, capabilities and processes in place and thus fail to win the number of tenders that they could have won.
Winning Tenders shows how companies can improve their tender win rate. Win rates can quickly be increased from the typical 3-5% range to 25% or more. And that win rate increase represents a lot of millions hitting the company top line.
For the salesperson, improved tender performance is a career charger. From having a new business result of 1 M euro, earning an average salary and average bonus, driving an average car, a few major tender wins can bring that number to 3 – 5 M. To win more tenders is thus not just in the company’s interest, but a priority for any seller wanting to up the game.
Winning Tenders provides all the best practices the authors have discovered and developed over many years of work with major corporations across the world. If you are involved in tenders, or you are a senior corporate executive wanting to increase your company’s growth rate, this is a must-read.
Published by Little Labradoodle Publishing, LLC on 2021-09-15
Lars Henningsson has more than 25 years of experience helping client companies improve their sales, marketing and supply chain performance. He was Managing consultant at Gemini Consulting, and Principal at Cap Gemini Ernst and Young. He holds M.A. and M.Phil. degrees from Columbia University, New York, and has an Executive-MBA degree from Stockholm School of Economics. He is a former Fulbright scholar and has attended the Wharton Executive Program. Mr Henningsson is the Managing Director of Leading Sales.
His passion is helping client companies achieve brilliant results. "If there is not a 100% potential upside, I will not touch the project." Mr. Henningsson has a long record of helping his clients achieving such targets. To double the result, or to double or triple growth, has enough magic in it to merit the effort.
This approach has taken him around the world: to Hong Kong, to the U.S., the UK, and to more than 20 European countries. He has led sales improvement and transformation programs in excellent companies like Aker Kvaerner, BSKYB, Cathay Pacific, DFDS, DNB, DSV, Eli Lilly, MONTELL, Shell, Siemens, and Statoil.
He is an author writing books on Sales and Leadership topics sharing his insights and experience with a broader public.
