Stéphane Leroux

Founder, B4W Consulting

Independent consultant perspective from B4W Consulting in Paris. Writes on RFP response optimisation in IT services, AI adoption in French bid teams, and the operational discipline that compounds into higher conversion rates.

Stéphane Leroux is the founder of B4W Consulting, a Paris-based firm and SEQUESTO's partner across the French market. He has spent over 25 years in IT services sales, including extensive work in the SAP ecosystem, inside response teams competing for high-stakes contracts under unforgiving deadlines. His conviction is operational: optimising the response process isn't a back-office concern, it's a structural growth lever for any services firm. The five questions Stéphane works through with every client trace the same line. Does the team genuinely understand the client context? What can AI take off the response work? Is the team organised as a project? Is the response strategy actually winning? Are the risks under control? For SEQUESTO's content, Stéphane writes from the French market on how IT services firms adopt agentic operating systems in real bids, what changes in conversion rates and bid economics once the process tightens, and what separates the firms that get real value from RFP automation from those that don't.