Sales (Re)structuring & Selection in Zoetermeer

At many IT firms in Zoetermeer sales is not a department but an activity that happens when nobody is on an assignment. That is not sloppiness; it follows directly from a model where billable hours outweigh a pipeline. The result is a sawtooth: busy, no prospecting, bench time, panic. Restructuring here means cutting the commercial role loose from utilisation, with time of its own that cannot be traded in for client work. We also split the pipeline into two types that decide differently: capacity requests, which move fast and turn on availability and rate, and projects or framework contracts, where scope, references and a formal assessment apply. Every stage gets an exit criterion tied to something testable — a stated need, a budget holder, a date — rather than to the feeling after a pleasant meeting.