Enhancing Efficiency Through Self-Service in Bids & Proposals

The Challenge:

Sales teams in MERAT depended heavily on centralized support for proposals. Even standard elements that were already approved at the company level became escalation points. What should have been a straightforward process turned into bottlenecks that slowed deals and distracted both sales and support from higher-value work.

The Turning Point:

We saw that the issue was not lack of capability, but lack of ownership. If sales teams could be trained and equipped to manage standard elements themselves, they would gain both speed and confidence. Support could then shift focus to the complex deals that truly needed attention.

Our Approach:

• Sales training and education: Designed targeted sessions to build self-service capability within sales teams.

• Content and knowledge management: Created resources aligned with compliance requirements, ensuring sales could confidently use approved elements.

• ROI data structuring: Captured and presented efficiency gains to secure leadership buy-in and incremental funding.

The Results:

• Achieved incremental funding based on demonstrated efficiency improvements.

• Aligned operations with Annual Operating Plans across MERAT.

• Empowered sales teams to independently manage bids and proposals, reducing escalations.

The Impact:

Turnaround times improved, resources were better allocated, and sales teams felt more capable of driving their own deals. What was once a dependency became a strength.