Culture Change & Capability Building
Multi-Sector International Company
The Crisis
Despite having documented processes, this large sales and bid team was in chaos. Senior leadership had lost faith, sales bypassed the bid team entirely, and burnout was rife.
Lost Leadership Faith
Senior leadership had given up on the bid team's ability to deliver results, creating a vicious cycle of decreased investment and worse performance.
Sales Bypass
The sales team had lost confidence in the bid process and were regularly bypassing the team, leading to inconsistent and poor-quality submissions.
Team Burnout
The bid team was working incredibly hard but achieving little, leading to frustration, high turnover, and declining morale across the organisation.
Poor Win Rate
With a win rate of just 1 in 22, the team was failing to deliver the results needed to justify continued investment in the bidding function.
Our Approach
We implemented a comprehensive culture change programme focused on rebuilding trust, establishing clear processes, and creating sustainable capability.
8-Week Implementation
Intensive transformation period focused on immediate wins while building the foundation for long-term cultural change.
Process Redesign
Rebuilt the entire bidding process from scratch, focusing on clarity, accountability, and sustainable practices.
Team Development
Invested heavily in capability building, ensuring the team had the skills and confidence to deliver consistent results.
Leadership Engagement
Worked closely with senior leadership to rebuild trust and create the conditions for sustainable success.
Cultural Transformation
Addressed the underlying cultural issues that were preventing the team from achieving its potential.
12-Month Review
Ongoing support and refinement to ensure the changes were embedded and delivering sustained results.
The Transformation
Within 12 months, we achieved a dramatic transformation that exceeded all expectations and created a sustainable, high-performing bidding function.
Improved win rate from 1 in 22 to 1 in 5 - a 440% improvement that delivered immediate ROI on the transformation investment.
Senior leadership fully re-engaged with the bidding function, providing proper investment and strategic support.
Sales team now works collaboratively with the bid team, creating a unified approach to business development.
Transformed from a reactive, stressed team to a proactive, confident bidding function with clear ownership and accountability.
Embedded robust processes that continue to deliver results without ongoing external support.
Eliminated burnout and created a positive, collaborative working environment with clear career development paths.