Claire Bird & Lee Hurt| Lloyds Bank PLANNING TO WIN!
PLANNING TO WIN APMP UK Symposium June 2017 Claire Bird and Lee Hurt
Context • Success lead to Analysis: support for wider • If recommended No Bids had business areas been upheld, 2016 win rate • Reduction in FTE would have improved by 5% • • Expectation to If we improve win rate of deliver higher strategically important and income revenue higher value deals by 10%, YOY this would achieve a revenue increase of 20%
Identifying trends • Helpful team ☺ • Team capability (new members) • No deal strategy for key deals • Lack of executive support for key deals • Ineffective terms of engagement • Qualification • Perception of win/loss reviews
Over to you… DATA ANALYSIS • How do you measure the performance of your teams? • How do you identify key improvement areas using MI? • How regularly do you review your reporting mechanisms and the ways in which you analyse your data?
Support model • Gold • Silver • Bronze
High level solution Improve stakeholder buy in Empower staff Focus effort on key deals Implement self service support package for low priority deals
Stakeholder buy in • Consultation in building the strategy • Key decision makers given ownership and responsibility • Publicise issues around team empowerment • Highlight impact on win rates and team activity and capacity • Use MI to back up the story • Coffee!
Team empowerment • Consulted as part of strategy and process redevelopment • Revised guidelines communicated to all stakeholders • Top down buy in and support • Investment in team training and development
Over to you… QUALIFICATION • What issues have you experienced with qualification within your business? • How have you implemented effective qualification strategies? • What are you best practice tips for qualification?
Focus effort on key deals • Shifting focus to Pre RfP • New strategy • Thresholds • Exec buy in and sign off • Highlighted benefits
Self-serve model • Thresholds clear • Quality templates • Tracked in numbers • Staff trained in use • Database • Database manager
Benefits of the new approach • Team feel motivated and empowered • Stakeholders bought in • More customer centric submissions • Improved reporting • Wider business understanding of bid processes • Win rates….watch this space!
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