Mind the gap
16th December 2017 | Chris Whyatt
Many people talk about the gap between sales and bid teams, but does that gap really exist, to what degree, why, and what suggestions do people have to close that gap? Research based on cross-functional input from 148 executives seeks to answer these questions.
The research was carried out through a six-question 360 (survey), circulated via social media (see figure 1). This resulted in 148 responses, split evenly between people leading their businesses or in sales-related roles, and people in bid-related roles. The methodology and results are summarised in figures 1-4.
During a presentation of these results at the UK APMP Conference in mid-October 2017, delegates discussed the impact of the gap across two dimensions: the gap’s impact on people and on the organisation: (see figure 5).