The archive
Every conversation from the Win Room.
Explore by the problem you're working on, not by episode number.
Episode 01 · Forbes McKay
It's getting people to do it.
Forbes McKay on the knowing-doing gap, building internal advocates instead of mandates, and where AI should stop in proposal work.
TransformationBehaviour changeAI in biddingExplore the conversation
Episode 02 · Cal White
It starts much earlier.
Cal White on capture, customer engagement, go/no-go decisions and the reality of winning complex business.
CaptureCustomer engagementGo/no-go decisionsExplore the conversation
Episode 03 · Mike Maudsley
Bigger doesn't always mean better.
Mike Maudsley on leading an investment-backed business, creating value and learning where growth really comes from.
LeadershipGrowthValue creationExplore the conversation
Episode 04 · Rory Lipington
The bid starts before you start writing.
Rory Lipington on qualifying major tenders, bringing the right people together and learning from the bids you don't win.
BiddingMajor tendersBid teamsExplore the conversation
Episode 05 · Chris Essex
Your biggest deals need more than a good proposal.
Chris Essex joins Sam Singh to discuss winning enterprise deals, effective win rooms, RFP strategy, sales leadership and scaling cybersecurity businesses.
Sales leadershipEnterprise dealsRFP strategyGrowthExplore the conversation
Episode 06 · Kevina Power
The best proposals are won before they're written.
Kevina Power on winning funding that changes lives — building relationships, knowing when not to bid and proving impact beyond the proposal.
Grant acquisitionPartnershipsGo/no-go decisionsExplore the conversation
Episode 07 · Michelle Perkins
What if your biggest obstacle to winning is the truth nobody wants to hear?
Michelle Perkins on what the military teaches business about preparation, why honesty is a competitive advantage and why soft skills are really power skills.
Team culturePower skillsLeadershipExplore the conversation
Episode 08 · Carl Woollins
Your customer knows your price. Do they understand your value?
Carl Woollins on why good proposals lose on price, the competitive advantages hiding in plain sight and making your value proposition count.
Value propositionPricingCustomer segmentationExplore the conversationNext week
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New episodes publish weekly with people responsible for winning complex business.
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