Thought Leadership from Nelson Santini

Anyone remember ads of elves baking pies? I recently consulted for a business who wanted to use AI applications to better serve their...

On my daily read about GenAI, I came across an article outlining how Air Canada’s AI chat bot “got the company in hot water”

If you are wondering; "Butts In Seats" Found in an industry day suggestion box: “Never tell people how to do things. Tell them what to...

BD’s job is to make sure proposal’s Pwin is overwhelmingly higher than the aggregate Pwin of the competitors.

While these teams share some tools in their modern day “cloud-based” toolboxes, like a CRM tool; there are some tools created uniquely and p

Gray Beards have advice worth “coin” If you are a Government contractor, and you can remember visiting your customers, partners or peers’...

This offseason, prepare your Proposal Team and your SMEs to improve their Pwin and record over the next FY. Here are five activities to cons

A well-groomed, trained and elastic Proposal Team is as important to your business livelihood as your BD Team.

Here are three suggestions on how to develop trust in corporate data by normalizing it across the organization.

Millions of dollars spent on Big Data analytics and staffing can go to waste if you don’t implement and nurture a data-driven culture.

Business life after COVID19 - we all have to improvise and adapt.

Synchronize your departmental functions to optimize your business performance

The Business Operations or Sales Operations team is a formidable tool for the enterprise.

Whether by following an inflexible plan, or by letting day-to-day business needs drive their own course; be it through acquisition or...

We consume BI via our smartphone, tablet, computer and even printed handouts (how is that still a thing?). From your basic bar chart to...

Is the mere action of presenting your KPIs through these tools the same as leveraging BI?

“The last 20% of a job usually commands 80% of the effort”

Negotiating Ts & Cs often require significant time and attention. Don't let this slow down your sales cycle.

Take decisive action and remove bad opportunities from you pipeline sooner rather than later.

It is never too early to look for and understand your sales activity trends. They will tell you what to do, if you pay attention to them.