Sales (Re)structuring & Selection in The Hague
Why here
Most sales processes you find in The Hague begin at the wrong moment. Stage one is submitting a bid, and that is exactly the stage in which you can no longer change the criteria you will be judged on. We put the earlier stages in: finding out who formulates the need, engaging with the operational department on substance, joining a market consultation, and only then the bid stage. Every stage gets an exit criterion you can evidence, because this is where the forecast breaks: a deal waiting for publication looks identical to a deal you have already been written out of without anyone noticing. In staffing we split two roles that are often held by one person. Someone who builds a relationship at a ministry over years is rarely the same person who assembles a watertight submission, and certainly not in the same week.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
Your submissions of the past two years come first, won and lost, each one checked for when the first contact took place relative to the publication date. That relationship is usually sobering and immediately becomes the starting point. Then we describe the stages that ought to sit before it, with what must demonstrably have happened in each. Finally we map which roles you are currently missing to staff those early stages.
Frequently asked questions
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How do you put a deal in the pipeline that will only be published a year from now?
As a stage of its own with its own evidence, not as an opportunity with a percentage on it. The criterion for moving on might be: a substantive conversation with the operational department has taken place, we know the shape of the previous round, and a follow-up moment is agreed. Until that is met, the deal sits in the earliest stage and does not count towards your revenue expectation. That makes your forecast shorter and considerably more reliable.
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We have one bid manager who also maintains the relationships. Is that sustainable?
As long as no two requests run at once, yes — and that is precisely the problem. The moment a submission deadline looms, all the time disappears into it and the early conversations stop: the very conversations that shape next year's requirement. We describe the two roles separately, look at which of them suits your current person best, and fill the other. That does not always mean a new hire, but it does have to be someone's standing responsibility.
What you invest depends on what we build. The homepage says where it starts.
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