Account-Based Marketing / Thought Leadership / 14 May, 2018

Emotional v Artificial intelligence – who wins out?

It is hard to stop revolutions, and we are most certainly in an AI revolution. Data this. Analytics that… function over emotion, process not prose, economies of scale, cost savings over creativity, and of course, guaranteed success needed immediately. We are well on our way to becoming a ‘Robots welcome only’ era. So what are…

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Account-Based Marketing / Thought Leadership / 21 Mar, 2018

What to do when robots are judging your bid

We spend our lives helping clients win crucial bids in many different industry sectors. But are we on the cusp of a whole new world of Bid procurement behaviour? 2021… Picture the scene Following an 18-month plus slog of RFP process, you make it through to the short-list stage and the all-important face-to-face presentation day…

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Account-Based Marketing / Business / 14 Mar, 2018

Why Theresa needs a bid approach to Brexit

The art of negotiation is one that Theresa May has had to quickly learn over the last few months, as she plans the UK’s role post-Brexit. But when it comes to negotiating, politicians may not be best in class. As bid strategists and writers, we know all too well just how important strategy, creativity and…

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Account-Based Marketing / Business / Strategy / Thought Leadership / 12 Oct, 2017

How to give your bid the impact of a creative campaign

If you find yourself wishing for the creative freedom of a campaign when you’re writing your bid, you’re not alone. The RFP process is, at best, limiting. At its worst, though, it’s stifling. Many bid teams we work with struggle to bring their value to life in a prescriptive Q&A format that seemingly offers little…

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Account-Based Marketing / Strategy / Thought Leadership / 02 Aug, 2017

3 ways to guarantee value for every customer

All businesses are engaged in a quest to provide ever greater value for their clients. But the sheer size and speed of available information means delivering it has become more challenging. The key to overcoming this is knowing the universal constants that span all industries and all clients. Here are three pillars that, if realised,...

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Account-Based Marketing / Strategy / Thought Leadership /

Why most value propositions don’t work and how to build one that does

Given the hard work, time and resources businesses put into developing value propositions, it’s galling to learn that only 14% of B2B buyers notice a difference between suppliers’ offerings and see that difference as worth paying for. Extracting and amplifying that difference can be a daunting challenge. But it’s one the JPC team routinely tackles…

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Account-Based Marketing / Account Cultivation and Growth / Digital / 17 May, 2017

Ever heard of the ‘Sales Boiler’? How the Sales Funnel has changed in the Digital Age

In years gone by, the sales process was simple. We all learned about the so-called sales funnel: at the top, at the widest point of the ‘funnel’, was ‘awareness’. It’s at this stage where the prospect stumbles across your website or finds it through Google or an advert or a social media post or some…

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