Our approach to learning
delivering sustained increased win rates at scale
We focus on developing people in business growth across the spectrum of sales, capture, bidding and pitching.
We’ve listened to our clients needs and conducted five years of research to create a flexible menu of high impact service elements for you to choose from or to combine into valuable solutions.
We’re learning and development experts
Creating the greatest long term impact
We have found that leveraging learning and development best practices to drive raising win rates - with a mixed economy of learning methods and interactions, organised to build and drive momentum, delivers the greatest long term impact and value.
Our clients are averaging at least a 20% increase in win rates and finding the experience of their new measured methodical bidding far less stressful and draining on the business.
70-20-10 Model
The 70-20-10 model for learning and development (L&D) is a commonly used formula within the training profession. The model was created in the 1980’s by three researchers and authors working with the Center for Creative Leadership in Greensboro in the US.
The model outlined the optimum split of learning consumption, suggesting that individuals obtain knowledge, skills and abilities in their roles through the following mixture of sources:
• 70 percent from on-the-job experience
• 20 percent from social sources such as interactions with others
• 10 percent from formal structured training
In early 2018, global learning and development research house Training Industry Inc released an insights report to update the focus and efforts in driving training impact.
The overall blend is now closer to what could be called the 55-25-20 model. With higher quality and more impactful methods in live training, huge consumption and availability of online structured content and improved understanding of coaching and social learning there has been a dramatic shift in the dynamic.
Leveraging the 55-25-20 model
We have found that leveraging the 55-25-20 model, with a mixed economy of interventions and learning methods, organised to build and drive momentum of adoption of best practice in a single planned programme, helps deliver sustained increased win rates at scale.
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Mobilise the programme with some live training (or webinars) for some bidding ‘champions’ across the business – creating an initial hockey stick in bidding understanding, the 20.
They then support that initial wave with ongoing buddying, mentoring and coaching of key individuals, some interventions on live bids, and deliver ongoing modules on bidding as part of their apprentice, graduate and leadership development programmes – enabling social learning and embedding bidding good practice in their business DNA. The 25.
Lastly, they land an single well sponsored bid process in their organisation, usually digitally somewhere where all their staff can access it as their constant online bid process and digital reference point. It provides them with a consistent roadmap and governance to follow, perhaps with some embedded guidance or training material to refresh or up-skill bid teams right when they need it, on live bids. The 55.
As a result, our clients are averaging at least a 20% increase in win rates and finding the experience of their new measured methodical bidding far less stressful and draining on the business.
structure learning
Onsite training
Yes, we absolutely deliver training for our clients onsite in their offices, day in day out. Having people together, particularly at the start of a new initiative or change, is really very powerful.
But we humans only retain around 10% of what we learn on structured courses one month after the event. We also understand that your people have busy schedules. We're changing the game in capture, bids and proposals training (again) with our momentum model.
Momentum Model
In the model we deliver the same courses but not perhaps in one block. We can deliver them in two separate days with a gap inbetween, over perhaps a 6 week programme of interactive webinars or a mix of the two. Between each session learners undertake 30 minutes of pre-work or reading in advance. At the end of each session they are issued with some homework exercises. Lastly learners can access additional 121 time with their training leader where required.
The programme is underpinned by a private Teams site for each cohort, where content and video recordings of every training and Q&A session are uploaded. Learners can ask questions and interact with each other to share experiences.
Having studied proven models in other markets, we've found that this coaching-based approach drives the greatest retention of the learning and adoption of the methodology and best practice, resulting in higher win rates.
Using Technology
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Microsoft Teams
We use our professional Microsoft Teams license to enable our training webinars and as our anchor sites for our Momentum programme cohorts - where they can interact with us and each other, ask questions, exchange tools and work and watch sessions back. We also use Zoom, private LinkedIn groups and other platforms where clients specify.
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Miro
We use Miro as our online interactive whiteboard platform for elements of our training delivery, including exercises, quizzes, polls and brainstorming.
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Video
We love video. The value of the bid toolkit is in providing video micro-learning right when your people need it. But we don’t stop there. Our training content includes video ‘top tips’ from leading bidding professionals from around the world. And when working with corporates, we can include video introductions from executives and interviews with key people to enhance to mix of content.
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Meeting Owl Pro
We can enable a truly immersive hybrid environment as required, with people in the room and also joining via MS Teams thanks to our procurement of a Meeting Owl Pro 360 degree HD camera and high quality microphone system that we can deploy into our sessions.
Benefits of our approach
UK APMP Best Practice
We’re an award winning Association of Proposal Management Professionals (APMP) Authorised Training Organisation. And we’re British. We know that the majority of the business world operate to a variant of UK standards and practices, not American. So our content leverages APMP best practice, but also the best of British from across industry.
More Impact in the classroom
Our classroom and webinar based training options are cutting edge. Our sessions are fully interactive, both in person and online, using the latest techniques for landing memorable impact with learners, including quizzes, polls and whiteboard workshopping, bespoke for your organisation.
Momentum, mastered
We’ve researched and understood how to maximise a lasting learning legacy and return for our clients. Our Momentum models drive greater adoption of best practice work winning for the long term.
Social Learning
Coaching high performance
Jeremy brings 20 years of experience in supporting leaders and practitioners in winning work. As well as coaching business owners, leaders and execs on their personal performance and impact, he is a trusted advisor to many Business Development leaders, Bid Team Leaders and Capture Specialists - supporting them in developing process and approaches, change initiatives, people performance management and exerting influence.
work winning DNA
We support whole organisation win rate improvement for clients through weaving working winning skills into the DNA of the wider business. We support building out passive social learning environments such as FAQ sites, help centres, rewarding performance programmes. We also execute proactive social learning opportunities such as: internal best practice webinar/podcast programmes, drop in surgery sessions, micro-training sessions, upward and downward mentoring schemes, as well as delivering bespoke modules for graduate schemes and leadership development programmes and staging interventions in live environments, coaching bid teams and key individuals on the job.
Benefits of our approach
High Performance
We get everyone on the same page, engendering senior sponsorship of widely understood work winning processes and clear roles and responsibilities, far beyond just the bid function - is the engine room of successful mature high growth organisations.
Valued People
We develop your capture and bidding professionals across the spectrum of seniority, building grassroots capability, empowering middle management, through to peer to peer coaching of senior leaders - delivering alignment and valuable competence at all levels.
Greater Adoption
We make it stick. By weaving winning work into the DNA and the narrative of the business we drive greater long term adoption of best practices, not just improving win rates for the short term but keeping them high, business wide.
On-the-job learning
Best practice, right when you need it, wherever you are
The bid toolkit is a true capability development tool for people working on bids, right at the point they need it. Our online bid process and guide, with integrated video training and tools to download, is there for your bidding professionals, their stakeholders and contributors as a constant reference point, 24/7, wherever they are in the world. It’s there for that one big pursuit or as your global bid process to drive consistency and help raise win rates.
For less than the cost of sending one person on a course per month you can have full access to all our bid process, training content and tools, as well as additional enhanced detailed content on the roles and responsibilities of your bid team members. All free to access for your staff, 24/7, wherever they are.
We offer standard enterprise sites in our brand or white labelled in yours, either as an external password protected site or integrated within your intranet network perimeter. We can bespoke the bid process, training content and tools to match your existing bid processes or help you build new specific processes and content for your organisation.
Benefits of our approach
Efficient Consistent Standards
We find that our Enterprise bid toolkit sites create a consistent best practice approach across client organisations, driving efficiency, shining a light on compliance and governance, reducing cost of sale/bid and eliminating abortive work.
24/7 Micro Learning
The video training content baked in to the bid toolkit pages is the same syllabus as our live and webinar courses. Anyone, anywhere can watch the video sets to refresh or improve their skills and if they wish go on to take the APMP exams.
Up skill on the fly
As the content we teach is the same across live, webinar and video - bid teams on live deals can refresh their skills as they go and bring new colleagues up to speed - so everyone is aligned in their approach to winning new business.