BUSINESS GROWTH FRAMEWORK – We have worked with many growing organizations to bring order into the chaos of new business pursuit. Specifically, we define the management infrastructure required to facilitate the efficient development of a healthy pipeline from opportunity identification all the way through to award. This process defines and integrates departmental responsibilities from across the organization.
Pipeline Assessment and Development – Clients engage with us to help them systematically measure the viability of the pipeline to meet booking and revenue goals. Some of the activities we have performed are to:
- Independently assess the health and valuation of the pipeline
- Identify gaps in desired outcomes to enable a predictable and more robust pipeline
- Define a business growth framework based on frequent and consistent management reviews to assess key pipeline and opportunity pursuit indicators
- Develop a consistent factoring methodology resulting in a credible business revenue forecast
- Provide knowledge transfer to key staff to allow for the continuous assessment and management of business development activities to better predict outcomes
Business Capture Processes and Procedures – We will define the framework of well-organized information required to make the business case for a high probability of win. To accomplish this, we will:
- Develop business capture processes to guide opportunity pursuits through defined phases, activities, reviews, roles, and responsibilities
- Create views of the health of an opportunity from the perspective of the company, customer and competition
- Streamline pursuit and capture efforts, to focus on those that can be won with increased probability while eliminating those that are unachievable
- Define criteria to enhance decision-making processes