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- We teach: CNAM, Sciences-Po, HEC- Entrepreneurs, ENPC
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Gagner les appels d'offres en équipe [How to win tenders in a team]
Dunod, 2008, 203 pages
In the last few years tenders have become a current practice in the world of B to B sales. They are a logical result of the intensity of competition and of the fact that purchasing directions gain more and more importance. Olympic Games, bank credits, industrial solutions, IT projects… all of the sectors are concerned!
An important number of existing commercial practices not only in small businesses, but also in international groups are still too “small-scale”. They generate a lot of energy waste, cost increases, frustration and, in the end, a percentage of gains inferior to the hopes.
This book capitalises on the latest reflections on complex sales. It presents a simple and pragmatic process to optimise your efforts throughout the cycle, starting from ‘before the tender’ and up to the conclusion. It emphasizes the success factors of team work that will help to decide together on the strategy to adopt and on the ways to formalise your company’s offer in order to make it noticeable and attractive for the client.
Who is in charge of what? Who is the leader of the project? How can we make our proposal different when everything is done to place all of the competitors at the same level? How can we put the real strengths of our company on paper? How can we obtain all of the necessary resources and means to win?
The target of the book ? Managing directors, commercial directors, sales, engineers, legal or finance experts – all those who want to make the best offer to respond to the customer’s demand and to maximise their team’s chances to win in a profitable way.
La dérive organisationnelle [Organisational Drift]
Peut-on encore conduire le changement ? [Can we drive change further?]
by Yvon Pesqueux and Bruno Triboulois
Edition L'Harmattan, 2004, 198 pages
The “evidence” of organisational change has now become such a commonplace that it merits serious attention. This work puts into perspective the logics of organisational change so that it is no longer seen as a cure for all. It tackles issues such as analysing the two major biological perspectives of Lamarckian transformism and Darwinian selection, change desired by people or “imposed” by the context, before examining the issue of resistance to change.
La vente complexe [The Complex Sale]
Comment passer d'une vente de produits à une vente de solutions [How to go from selling products to selling solutions]
by Laurent Dugas and Bruno Jourdan
Edition Dunod, 2003, 200 pages
B to B selling is moving more and more from selling products to selling solutions. Strategic solution sales are operating at the highest level: they involve building with the client a commercial offering integrating a series of services and meeting a latent or evolving need. This work takes stock of this new sales approach and presents a simple and pragmatic process in four steps (Finding the idea, Starting the project, Valuing one’s offer, Bouncing back with the client) to turn selling products into selling solutions by using all the team’s resources. This work puts particular emphasis on the documents that structure the commercial proposal.