Transform your Presales resources
into driver of Sales Performance

Keys to Success in Responding to a Tender

Discover the new keys to improve your sales performance with AI Agentic platform

Strategy

Align Presales investment with strategic plan

Develop a Presales Investment Plan defining the investment budgets to be allocated across Product / Market segments in order to align Presales investments with the objectives of the strategic plan.

Performance

Drive performance of your Presales investment portfolio

Drive Presales resource performance by integrating investment portfolio management metrics to improve return management, capital allocation, and risk management.

Investment

Transform Presales resources in capital to invest

Apply investment portfolio management principles to optimize the allocation of Presales capital and maximize the return on investment across different sales opportunities.

Productivity

Invest more with Presales productivity improvement

Industrialize Presales activities to increase the capacity available for investment in new sales opportunities.

Learn more with our Blog

The Pillars of our Offer

Pillar 1: Presales Investment Management

Transforming Presales into Investable Capital

Presales Investment Management is a new Presales operating model that aims to apply the fundamentals of managing an investment portfolio:

Maximize yields
Align the investment plan with the strategy
Optimize the allocation of investment capital - Reduce risks
Managing performance

This operating model directly impacts commercial performance in terms of revenue growth and improved margin levels, with the objective of:

Increase the conversion rate
Align Presales efforts with strategic directions
Optimize resource allocation on opportunities
Reduce risks and production losses
Managing Presales Activity

Pillar 2: Presales Excellence

Engage the Presales organization in a process of continuous improvement

Managing performance through KPIs specific to Presales Investment Management in order to measure:

Value generated in revenue or margin
Productivity
Costs
Innovation
Customization level with compatibility for AI analysis
Level of industrialization

Identify areas for improvement:

Internal review: Go -No go, Win / lost review,…
Industrialization: Response to questionnaire,
Documentary: Technical report, Business proposal…
Governance: Response to RFP

Governing Continuous Improvement

Management and monitoring of the continuous improvement plan

Pillar 3: Presales Productivity

Industrializing Presales Processes with AI

The deployment of generative AI within Presales teams is already enabling productivity gains with a relative impact on the organization and processes.

The arrival of Agentic AI platforms, enabling the industrialization and automation of entire presales activity flows, implies the need to implement a transformation plan across four dimensions:

Resources: Staffing, organization, skills, productivity
Process: Go/NoGo review, Production proposal, …
Performance: KPIs, cost analysis, ROI
Security: Process of controlling information generated by AI

Our services

Step 1: Diagnose

Performance Audit
Audit Resource Management Presales
Organization & Process Audit
Tooling audit
Audit deliverable

Step 2: Analyze

Creation of Presales Investment-Oriented KPIs
Investment Portfolio Dashboard
Analysis of investments made
Analysis of Presales Capital to Invest

Step 3: Planning

Presales Investment Plan by Offer / Market
Forecast of capacity needs
Presales Organization and Process Transformation Plan
Adoption Plan
Continuous Improvement Plan

Step 4: Transform

Implementation of transformation plans
Process automation with Agentic AI
Managing the transformation

Diagnosis

The allocation of Presales resources often remains difficult to manage: teams are called upon on an ongoing basis for numerous opportunities, effort levels are rarely correlated with the value of deals, and the real contribution of Presales to commercial performance remains insufficiently measured.

The Presales Investment Management approach aims to reposition Presales at the heart of the growth strategy.

The first step is to conduct a diagnostic assessment of your Presales organization to answer three essential questions:

Are we investing our resources in opportunities with the greatest potential for value creation?
Is the level of Presales effort consistent with the value, margin, and probability of winning the deals?
Do we have the right indicators to manage the return on this commercial investment?

Through the analysis of your business data, resource allocation, and team practices,
An identification of the levers for improvement and opportunities for performance gains is carried out.

The objective: To provide a clear vision of the profitability of your Presales investment and a concrete roadmap to improve your conversion rate, optimize your resources and maximize your profit margin.

Our added value

B4W Consulting's value lies in its 100% commitment to supporting your bid response team in order to maximize the commercial performance of your bid submissions.

Expertise & Experience

Consultants with over 20 years of experience in responding to bids in the IT market.

Expert Network

B4W Consulting has developped a partnership with Sequesto,
AI Agentic platform vendor

Methodological Approach

A pragmatic methodological approach based on industry standards for IT services.