Deal Qualification approach development for global services company
“Finally we have a common approach in our business to opportunity qualification”
Better win rates and deal governance, reduced costs and tighter alignment of goals.
The BID to WIN ratio doubled over the initial 12 months of deployment.
Bid Costs reduced by 34% as opportunities were successfully qualified out.
The sales team used a common lexicon for opportunity reviews and this improved the alignment top to bottom throughout the organisation. All involved in the process were more able to engage with less effort.
A consistent approach to qualification was deployed and integrated into the sales process.
We worked alongside the head of sales and sales operations to capture good practice from within and outside of the team. We used this information to develop a consistent approach to deal qualification. The approach was documented and systematically deployed across the organisation to support all major opportunities, supported by senior sponsorship.
We led training workshops and supported these with one to one reviews and coaching for business development team. Also, the senior executive team were trained on the approach to support the deployment of the approach at all levels in the organisation.
This global services organisation was working with a number of complex multi-million £ opportunities. Each of their 20+ divisions qualified differently and the senior leadership struggled to consistently predict results.
With a win rate below 30% and bid costs for large opportunities regularly exceededing £100,000 per bid it was important to control better where the resources of the business were spent.