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The six pillars, up close

The method page shows the six pillars in brief. Here we go deeper: what each pillar means in practice, how to recognize when it isn’t in order at your organization, and what Appalti does about it.

Where are you leaving opportunities on the table?

Almost every organization is strong on a few pillars and leaves opportunities on the table on the others. This page helps you see where that is for you.

Pillar 01

People

The skills, capacity, and guidance in your commercial team: your own people, supplemented where needed with Appalti specialists.

What Appalti does: Appalti defines the sales strategy together with you, guides and coaches your team, and develops commercial skills in a targeted way. Where capacity is missing, Appalti temporarily reinforces the team with specialists, so opportunities don’t go unaddressed. You’ll recognize this when:

  • Commercial success depends on a few key people, and falls away when they do.
  • The team works hard, but lacks the coaching or skills to make the difference.
  • Vacancies for sales or bid capacity stay open too long, and the pressure keeps building.
Pillar 02

Content

The value propositions, proposals, tenders, and commercial content you use to reach the market and win contracts.

What Appalti does: Appalti sharpens your proposition and delivers the copy, visuals, and videos that connect with stakeholders. With seventeen years of experience in public procurement and tenders, Appalti also raises the quality and win rate of your bid documents. You’ll recognize this when:

  • You lose on price too often, because your story isn’t distinctive enough.
  • The quality of proposals and tenders varies from one time (and one person) to the next.
  • The proposition is outdated, but there’s no time or expertise to renew it.
Pillar 03

Tooling

The systems that support your sales process, from CRM to Appalti’s own tooling.

What Appalti does: Appalti sets up your tooling so it saves time and makes knowledge shareable. Appalti also brings its own tooling that doesn’t exist anywhere else: a proposal tool for fast, consistent proposals and the ICP tool for a sharp ideal customer profile. You’ll recognize this when:

  • There are multiple systems, but they don’t adequately support the sales process.
  • The CRM gets filled, but is hardly used to steer by.
  • Knowledge and work live in people’s heads and scattered files, not in shareable tooling.
Pillar 04

Data

Using customer and market information to make better commercial decisions.

What Appalti does: Appalti continuously analyzes the relevant data and translates it into concrete actions. The result is a sharp ideal customer profile and targeted prospect lists, so you invest time and budget in the opportunities that really matter. You’ll recognize this when:

  • Plenty of data is available, but nobody uses it to make better decisions.
  • You steer on gut feeling instead of a sharp picture of your customers.
  • There’s no ideal customer profile or substantiated prospect list.
Pillar 05

Processes

A uniform sales and bid process that is in place, followed, and safeguards quality.

What Appalti does: Appalti sets up a recognizable sales and bid process and makes sure it sticks, with room for your people’s craftsmanship. Quality becomes predictable instead of depending on whoever happens to write the proposal. You’ll recognize this when:

  • Everyone works their own way, so knowledge gets lost and quality varies.
  • There’s no fixed rhythm or follow-up in sales.
  • The tender process runs ad hoc, without clear direction.
Pillar 06

AI

The practical use of AI in sales and bid management, connected to the rest of your approach.

What Appalti does: Appalti determines where AI genuinely delivers time and quality in your sales and bid process, and helps you put those applications into practice. Not an experiment for its own sake, but AI that makes your team’s work faster and better. You’ll recognize this when:

  • You know AI offers opportunities, but not where to start.
  • AI is used in isolation, without a strategy or connection to the sales process.
  • Competitors that do put AI to practical use are slowly pulling ahead.

How the pillars work together

The six pillars don’t stand alone: together they determine how well your commercial cycle runs, from proposition to conversion. The circle shows how those phases connect and where, in practice, results leak away.

Which 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?

Take the first step

Curious which pillars offer you the most gain? Schedule a no-obligation introductory meeting. Together with Appalti, you’ll map out where the biggest opportunities lie.