Major Deals

Our team includes a rare combination of colleagues who have worked successfully in the major
deals space, leading upstream engagement, deal-specific capture, bid, and mobilisation work on
deals values in the billions. Our combination of strategy, commercial, innovation, and
transformation experts enable us to support clients through the full deal lifecycle.

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Common Deals Projects

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Deals Strategy

Helping clients consider whether you should play in the major deals space, what your ambition
should be, and where they should focus. We also identify which deals to prioritise, how to
differentiate, and what capabilities need to be in place to win.

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Pipeline Identification

Helping clients identify the whole addressable pipeline by exploring the knowable pipeline of
renewals and new deals, the deal implications of Government policy and spending plans,
identification of target organisation and cross-cutting themes.

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New Market Entry

Helping clients assess whether and how to play in new markets through robust consideration of
the known pipeline and wider opportunities, price sensitivity, competitors, capability
requirements, opportunities for innovation, and differentiation.

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AI Innovation

Helping clients explore how they can create disruptive, AI-native offerings that provide markedly
different, cheaper and better solutions than those of their competitors. This work creates deal-
specific advantage and sustained market differentiation.

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Deal Capture

Helping clients prepare for and pursue specific deals through market, customer, and competitor
research, and upstream engagement with customers and their stakeholders. We also support
innovation, partnering and solution design, and commercial leadership to strengthen their
position.

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Bid Support

Working on an embedded basis to help clients with all aspects of the bid stage, including overall
sales leadership, bid direction, innovation, partnering, solution development, commercial support,
and bid management support. We can provide individual or a cluster of roles as needed.

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Negotiation

Helping clients successfully navigate competitive dialogue and preferred bidder stage
negotiations in a manner which reflects their commercial parameters and solution design. Our
approach balances the need to win with customers’ expectations, and the need to win whilst
building relationships.

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Mobilisation

Helping clients mobilise new contracts in a way that aligns fully with their bid solution and
commercials. Our work ensures delivery ameets the exacting requirements of central
Government customers accountable for high-value, high-profile programmes.

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Deals Experts

Matt Hamnett, founder & CEO, is a creative, commercial strategist with the insight and
imagination required to help clients reinvent for the AI era. He has worked as a policymaker in
Government, a strategist and a market-entry leader in the corporate world — including in
Capita’s major deals team under Maggi Bell — and now as an entrepreneur and founder. He
provides clients with creative, sharp, savvy strategy and innovation support and adds acutely
differentiating input to our clients’ major deal capture efforts. He is also a member of the National
Infrastructure and Service Transformation Authority’s high risk project review panel.
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Katy Weeks, Managing Director, spent 15 years in Government, leading high-profile and
sophisticated strategy and implementation work with respect to education, health, and social
care. She specialises in helping the public, private and third sectors collaborate to generate
impact. She is widely respected in the major deals space for her combination of Government
nous, commerciality, and strategic solution shaping. She is also a member of the National
Infrastructure and Service Transformation Authority’s high risk project review panel.
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Chris McKibbin, Principal Consultant, is an expert in strategy and innovation for the AI era. He
spent 15 years in Capita’s major deals team, shaping their differentiation and innovation. He now
specialises in helping clients leverage emerging tech to create real, sustained, strategic moats
around their market position — and in major deal capture. He is widely respected for his
encyclopaedic market knowledge and his ability to bring fresh thinking to established segments.
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Tom Whitehead, Senior Consultant, has extensive experience in the procurement and
programme delivery of major Government projects. With over two decades across Whitehall, he
brings a deep understanding of client priorities, how to engage effectively with commissioners
and partners, and the shape of complex deals coming to market. At Avencera, he has worked on
a large Home Office opportunity for a consortium of international partners, with a particular focus
on bid preparation and social value. His ability to connect the strategic and the practical enables
him to generate impact at pace, while sustaining colleagues’ engagement and supporting their
development.