LESSONS FROM THE WIN ROOM - EPISODE 2
It starts much earlier.
Winning complex business isn’t just about writing a better bid.
Cal White, Head of Sales & Business Development at Leonardo Electronics UK, joins Sam Singh to talk about capture, customer engagement, go/no-go decisions and what it takes to compete in one of the toughest markets around.
Hosted bySam SinghManaging Partner, Shipleywins
The guest
Head of Sales & Business Development, Leonardo Electronics UK
Cal works at the sharp end of complex business winning in the defence sector, where opportunities are high value, competition is fierce and deciding what not to pursue can matter just as much as deciding how to win.
LinkedIn profileOne highlight from the conversation
Clip 01 — Knowing when to walk away
Big opportunity. Strategically attractive. Everyone wants to chase it.
But are you actually in a position to deliver it?
Cal talks about why some of the strongest decisions he's seen are leaders having the confidence to say no - before an expensive pursuit gets underway.
Five lessons from the Win Room
One conversation. Plenty to take away.
Business growth. Customer understanding. Capture. No-bid decisions. Process. AI. And what big organisations can learn from smaller ones.
Get in touch
Fancy coming on the podcast, or want to talk about training for your team? Drop Sam a line and he'll come straight back to you.
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