claire bird & lee hurt| lloyds bank - apmp...
TRANSCRIPT
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Claire Bird & Lee Hurt| Lloyds Bank
PLANNING TO WIN!
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PLANNING TO WINAPMP UK Symposium
June 2017
Claire Bird and Lee Hurt
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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 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!
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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 of bid processes
• Win rates….watch this space!
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