This article outlines how Key Account Management is central to B2B and B2G business success, but only when aligned and joined up through the funnel with strategy and marketing upstream and capture and bidding downstream.

In “Look Before You Leap”, Jeremy Brim discusses bidding maturity and the differences between bigger firms and smaller competitors. He also presents both sides of the argument about whether to be a sector specialist or a generalist, advising thorough research before you leap to a new sector.

In this edition of Bid Solutions BQ publication, Jeremy Brim’s article “Seeing the Bigger Picture” discusses the factors that inhibit standard performance measurement and management and provides an approach to taking a more holistic view.

In this edition of Bid Solutions BQ publication, Jeremy writes “People first digital transformation” - Sponsorship is the biggest defining factor in the success of any initiative, particularly in this space. In addition, like any project, improvement initiatives need consensus on clear agreed smart objectives and well-defined roles and responsibilities.

In this edition of Bid Solutions BQ publication, Jeremy writes “The Time Is Now” - Personal development has moved on a great deal in the last decade. But perhaps not so much in work winning skills. With the economic and societal change we now face, with an ever acute focus on sustaining organisations – it’s time development in winning work caught up.

In this edition of Bid Solutions BQ publication, Jeremy writes “Surviving ‘Snakes and Ladders’ by Not Rolling the Dice” - Jeremy talks about how to be selective with the opportunities that come your way. As well as a few tips on how to narrow down these opportunities.

In this edition of Bid Solutions BQ publication, Jeremy writes “Capture, Creating Great Opportunities” - What’s all the fuss about capture? Jeremy talks through what capture is and isn’t. At the same time, highlighting what’s important and suggesting factors to focus on.