Indsend tilbud Sales workshops for the incubation programme From Idea to Business

Erhvervshusenes brede iværksætterindsats is seeking a supplier that can deliver 5 sales workshops during 2026, 2027 and 2028. The workshop will constitute the third part of an incubation programme for entrepreneurs. The incubation programme will be conducted 5 times in 2026, 2027 and 2028 and consists of a total of three parts. 

We typically receive a large number of qualified proposals. Please read the following carefully before submitting your proposal. 

The task

Den brede iværksætterindsats is launching the incubation program “From Idea to Business,” which is a new program aimed at entrepreneurs who are motivated and ambitious and wish to turn their idea/project into a viable business model.  

“From Idea to Business” consists of three workshops conducted over approximately five weeks, with 2–3 weeks between each workshop:   

• Module 1: Kick-off – we build and test the solution  
• Module 2: Storytelling and market – focus on customers  
• Module 3: Sales – how to enter the market  

After Module 3, participants will have the opportunity to pitch in front of a board and further test and validate their assumptions.   

We are seeking a partner who can deliver the workshop “Sales – how to enter the market,” which is the third workshop in the programme. 

The workshop must be delivered as a full-day workshop of 6–7 hours, with up to 20 participating entrepreneurs.

Description of Module 3: “Sales – How to Enter the Market” 

The primary objective of this final workshop in the incubation programme is to prepare the participants for entering the market. Sales is arguably the most critical factor for entrepreneurial success, yet also one of the most challenging and intimidating aspects. 

The participants are expected to be well prepared prior to the workshop, as they will already have gained an understanding of what they are selling, to whom, and what differentiates them from competitors through the previous modules. They have developed a value proposition, they have worked with USP’s and they have formulated a short pitch that they can use in their external communication. The focus now is to translate this knowledge into tangible results that impact revenue generation.

Participants must work with the full sales process—from initial contact to closing the sale. They should be introduced to practical methods and tools that can be applied immediately after the workshop. Emphasis should be placed on simplicity and usability. It’s important that the workshop takes both the B2B and B2C sales process into consideration. 
In addition, it is important that the participants have the opportunity to practice sales scenarios and rehearse in a safe and supportive environment. 

After the workshop, the participants are expected to feel confident in selling, be capable of initiating sales activities, and approach their sales efforts in a structured and strategic manner.

The module is expected to cover the following core topics: 

• Recap of learning outcomes from module 2: Can you pitch your business based on your value proposition? (What do you sell, to whom, and what makes you unique?) 
• How do you reach your customers? 
• How do you contact them? 
• How do you communicate the value you create for them? 
• Sales cycles and sales processes 
• Pricing, negotiation, and closing deals 
• How to create a steady customer pipeline 
• Structuring your sales efforts 
• Customer retention—how to bring customers back 
• Delivering strong and distinctive customer service 

After the workshop, participants will continue independently and begin engaging actively with customers. It is expected that the partner will be available for follow-up guidance and sparring with the participants regarding their sales efforts immediately after the workshop. 

Target Group  

The participants have made an application where they have described their business ideas, current situation (including possible customer base, revenue, and financing), their motivation, competencies, and access to resources (e.g., network, advisory board, or partners), ambitions for the business idea, as well as the current competitive landscape and market.  
Admission to the program is based on a qualitative assessment focusing on:  

• Prerequisites: The participants’ professional skills, experience, and company resources (e.g., education, work experience, prior entrepreneurial experience, advisory board). A high score is given for a well-described business idea, strong market overview, and relevant experience and resources supporting realization of the idea.  
• Ambition and motivation: Clear growth ambitions in revenue as well as a strong motivation to develop a business that can grow beyond a typical sole proprietorship.  

The participants have therefore already demonstrated a certain level of business understanding and motivation for growth. The workshop should therefore take into account that the participants have a business idea and are in the process of developing a business model. The incubation program must help them accelerate this process with inspiration, network, and useful tools.  

Applicants who cannot clearly describe their business idea, lack market insight, or do not have relevant experience or growth ambitions will not be admitted to the program.  

The participants may include both individuals who have recently established a CVR number as well as individuals who have not yet formally registered their company.  

Budget

The total budget for the assignment is DKK 100,000 excluding VAT (5 sales workshops × DKK 20,000). 

• The workshops must be conducted in English. 
• The workshops must ensure high quality, engagement, and practical learning. 
• The supplier must be available for sparring with the participating teams, i.e. a minimum of 15-30 minutes 1-on-1 time online. 
• The supplier must upload materials and information via the platform provided by Erhvervshus Hovedstaden. 
• A coordination meeting will be held with the selected supplier to plan and align the contents of the workshops in detail. 
• The supplier is expected to actively participate in marketing the workshop. 
• The supplier must participate in a short coordination and evaluation meeting with the other instructors (for the two other workshops) to ensure coherence and quality across the entire program. 

Specifications of the proposal 

• Total price for the delivery, including preparation, travel, and any materials, including individual sparring. 
• Contact person(s) with name, organization, and email. 
• Description of workshop content, format, relevance for the target group, and expected impact. 

Evaluation criteria 

• Price: 20% 
• Quality: 80%, according to the following criteria: 
  
  • Professional expertise (25%): experience with entrepreneurship, business development, and teaching. 
  • Methodological quality (25%): ability to facilitate both online and physical workshops. 
  • Individual sparring (25%): experience with and approach to individual advisory following the workshops. 
  • Experience with and understanding of the target group (25%) 

Erhvervshus Hovedstaden reserves the right not to select any of the received proposals if none are deemed capable of completing the assignment satisfactorily.

Questions and next steps 

Any questions can be directed to the contact person specified in the materials.

 Once the suppliers have been selected, a contract will be prepared, and a start-up meeting will be arranged. The workshop is expected to be carried out in accordance with the overall incubation program plan.

• First sales workshop (cohort 1): expected in Copenhagen starting in October 2026. 
• Second sales workshop (cohort 2): expected in February or March in Århus 2027.  
• Third sales workshop (cohort 3): expected in October in Copenhagen 2027. 
• Fourth sales workshop (cohort 4): expected in March 2028 in Odense. 
• Fifth sales workshop (cohort 5): Expected in Copenhagen September/October 2028. 

Background for the call 

1. Project summary: Den brede iværksætterindsats offers programs, workshops and grants to entrepreneurs who are motivated, focused, and have a clear plan. The ambition is to provide a flexible, high-quality offering to entrepreneurs in Denmark with the potential to develop their idea and/or business. 
2. Objective: Between January 2026 and December 31, 2028, at least 1,400 entrepreneurs must participate in a program and/or receive funding through NextStep. 
3. Target group: Entrepreneurs—i.e., individuals in the process of starting a business, and companies that have already been established (CVR-registered) and are no older than 7 years. The target group is further specified for each activity. 
4. Erhvervshus Hovedstaden is committed to acting in accordance with public administration principles such as objectivity, sound financial management, the prohibition of improper considerations, equal treatment, and proportionality. This call is conducted to comply with EU requirements that services are procured on “market terms” and to identify a partner capable of delivering this specific assignment in the best possible way.