The Appalti Method
The way many organizations sell depends on the insights of individual employees and is often focused on the short term. That yields less and less. The Appalti Method turns this around: one clear, long-term course in which development, growth, and results are a logical consequence rather than a coincidence. The method views your commercial organization as one coherent whole, along two lines that reinforce each other: the circle (the commercial cycle you run every day) and the six pillars that determine how well that cycle performs. In most organizations, the emphasis lies on two or three pillars. That’s exactly where the room for improvement is.
The circle: your commercial cycle
Every commercial organization runs the same cycle, consciously or not. The circle makes it explicit, so each phase connects to the next and nothing falls through the cracks along the way. It’s a cycle, not a straight line: what you learn while converting sharpens the next proposition.
Proposition
A sharp, distinctive story that matches what the client is really looking for. Without a clear proposition, every proposal ultimately falls back on price.
Choosing deliberately
Choosing the right clients and contracts instead of bidding on everything. Focusing on opportunities that match your strengths raises your win rate and lowers your cost of sales.
Engaging
Following up on chosen opportunities in a focused, consistent way, with the right content and the right cadence.
Converting
Structurally turning opportunities into won contracts, with sharp proposals and tenders that make the difference at the decisive moment.
The six pillars: what makes the cycle perform
How well the cycle runs depends on six pillars. As long as they operate in isolation, results remain a matter of luck. The gain is precisely in the cohesion.
People
One top team from two organizations. Appalti strengthens your commercial team with specialists in every facet of the sales profession, and develops your own people further through coaching and training.
Content
Distinctive and relevant. Strong value propositions, copy, visuals, and videos that connect with stakeholders and win public procurements, tenders, and proposals.
Tooling
Consistency, speed, and knowledge sharing. Intuitive tooling that makes work shareable, saves time, and genuinely supports the sales process, including Appalti’s own proposal tool and ICP tool.
Data
Gaining insight and deciding what to do. Continuously analyzing the right customer and market data and adjusting your approach accordingly, so decisions rest on facts instead of gut feeling.
Processes
Working from a predictable foundation. A uniform, recognizable sales and bid process that is in place and followed, with room for your people’s craftsmanship.
AI
Applying AI where it matters. Practical use of AI in sales and bid management, making parts of the work faster, more efficient, and better.
“Working with Appalti, we submitted bids for ten tenders within a few months and won seven of them, all new-business opportunities. On top of that, we benefit daily from the knowledge and content we developed together, which makes the pursuits we handle on our own more successful as well.”
Matthijs Hulleman · AlphabetWhich path is right for you?
Answer five short questions and discover which model fits your situation.
Question 1 of 5
Which situation sounds most familiar?
Three solutions, one method
The method is always the same; the starting point depends on your situation.
An external, critical eye on your commercial choices
“I can feel it, but I don’t know where to start.”
Choose Scherp
Building a more professional commercial organization, step by step
“We keep running into the same issues.”
Choose Groei
Immediate reinforcement when the pressure is on right now
“We have no time to lose.”
Choose VersnellingTake the first step
Curious what the Appalti Method would mean for your organization? Schedule a no-obligation introductory meeting. Together with Appalti, you’ll map out where the biggest opportunities lie.