Winning Business
"An aligned business is of no value if it's not directly connected to customer needs"
Many organisations have strong products and capable people, yet winning new business feels inconsistent. Growth often depends on individual heroics rather than a repeatable system. The issue is rarely effort; it is the absence of a strategic approach.
"Sell the problem you solve, not the product"
Winning business is a capability, not an event
When a structured sales system is missing, teams suffer from:
- Poor qualification: Wasting time on "unwinnable" bids
- Product feature centric pitching: Focusing on what you do rather than the client’s strategic hurdles
- Late entry: Entering the process after the requirements have already been defined
- Internal silos: Sales, marketing, project, and product/service teams work in isolation, often with some teams having limited-to-no involvement
Winning Business, the third pillar of the Opsis 'Intentional Leadership' System, replaces reactive pitching with intentional, high-margin execution
The Sales Alignment framework
We don't teach "sales tricks." We build the conditions for commercial success:
Strategy: A defined process for winning work
Insight: Deeper diagnosis process and understanding of client ambitions and marketplace hurdles
Differentiation: A value proposition that addresses clients issues and needs, and results in a value proposition that stands out from competitors
Alignment: Cross-functional contribution to every bid
Application: Developing skills through tailor made case study work, not abstract theory
Our four stage process
- Assessment: Benchmarking your current approach against the Sales Alignment Framework
- Bridging the gap: Identifying specific steps to move from "heroics" to "system"
- Custom design: Designing the sales framework for your business
- The workshops: The team learns and applies the process to live, high-value opportunities to improve qualification, positioning, and presentation in real time
The outcome
Organisations who complete Winning Business see the following outcomes:
Improved conversion: Better discipline leads to higher win rates
Stronger relationships: Moving from transactional selling to genuine, more longer term, partnership working with clients
Unified teams: Reduced silos between sales, delivery, and leadership
Repeatable success: A confident, structured system that doesn't rely on individual brilliance