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Claire Bird & Lee Hurt| Lloyds Bank PLANNING TO WIN! PLANNING - - PowerPoint PPT Presentation
Claire Bird & Lee Hurt| Lloyds Bank PLANNING TO WIN! PLANNING - - PowerPoint PPT Presentation
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
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Context
- Success lead to
support for wider business areas
- Reduction in FTE
- Expectation to
deliver higher income revenue YOY Analysis:
- If recommended No Bids had
been upheld, 2016 win rate would have improved by 5%
- If we improve win rate of
strategically important and higher value deals by 10%, this would achieve a revenue increase of 20%
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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
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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?
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Support model
- Gold
- Silver
- Bronze
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High level solution
Improve stakeholder buy in Implement self service support package for low priority deals Empower staff Focus effort on key deals
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Stakeholder buy in
- Consultation in building the
strategy
- Key decision makers given
- wnership 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!
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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
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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?
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Focus effort on key deals
- Shifting focus to Pre RfP
- New strategy
- Thresholds
- Exec buy in and sign off
- Highlighted benefits
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Self-serve model
- Thresholds clear
- Quality templates
- Tracked in numbers
- Staff trained in use
- Database
- Database manager
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Benefits of the new approach
- Team feel motivated and
empowered
- Stakeholders bought in
- More customer centric
submissions
- Improved reporting
- Wider business understanding
- f bid processes
- Win rates….watch this space!
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