Strategies to dramatically increase win rate, lower cost of sales and improve effectiveness for large

complex sales opportunities

“More than double the win rate,up to 70% reduction in costs”

“More than double the win rate,up to 70% reduction in costs”

RIiSEImplement

Business Case for Change – TCV New Logo

As Is

To

tal

Co

ntr

act

Va

lue

£m

World Class

Focus on Customer• Value proposition

methodology• Win Themes• Define Target

Market• Develop USP’s• Sales approach and

Strategy• Partners and

Alliances

£m

£mSustain and

Incrementally improve

Phase 1 activity60% of benefitsWin Ratio

2/3

Win Ratio

1/2

1/5Win Ratio

Phase 224 Months

Phase 112 Months

Summary

Winning large complex deals is an extremely costly and time consumingprocess. With costs that can run into seven figures, your investment needs tobe managed tightly with the same rigour you apply to other aspects ofrunning a successful business.

Radical Improvement in Sales Effectiveness (RIiSE), will bring a deal-winningphilosophy, through focused teams, working to standard and globallyconsistent world-class methods and processes in dedicated local facilities.

There is a compelling business case:

• Greater win-rate, improved sales effectiveness and reduced bid costs willresult from the implementation

• Increased local capability to win strategic deals

• Implementation costs are relatively small, benefits are high – up to 70%reduction in bid costs

Working in partnership with leading pursuit teams, RIiSE Solutions hasdeveloped a rapid implementation plan to transform your bid-engine.

Through effectively addressing the key issues that are holding back your salesefforts on complex pursuits and by implementing best-in-class processes,these benefits can swiftly be realised.

The process follows a 5 step approach and typically commences with adiscovery exercise utilising the unique RIiSE Healthcheck method.

2

The Healthcheck provides athorough assessment of thematurity of your sellingorganisation to secure complexdeals, and proposes a prioritisedset of improvements to enable youto improve your win rate andreduce your cost of sale.

Implementation3

Prioritise Key AreasFollowing the Healthcheck a RIiSE partner willwork with the client team to prioritise the keyareas for improvement. Due to the complexityof the large deal environment it is often hard toascertain what the impact may be one workstream over another. The RIiSE approach helpsto simplify the prioritisation of the workstreams and understand the impact that workstream has on the overall business model.

Breaking the end to end process into the fourkey areas of Corporate Deal Strategy, Best inClass Process, Deal Winning Governance andHigh Performing Teams helps with the initialfocus. Each element is then broken down into afurther ten work streams allowing for a verydetailed assessment and understanding ofwhere the issues may reside.

The decision on how the work streams will beprioritised will be based on the impact theimproved element has on the KPI’s of Win Ratio,Total Contract Value and Reduced Cost of Sale.The cost of implementation and timescales willalso be taken into account. The client team mayalso have identified some key areas of focusthat they would like to prioritise due to theirnegative impact on the business.

The work stream prioritisation is illustrated in the following table:

Agree Timelines and MilestonesAs part of the planning process all the individualwork stream timelines, milestones andinterdependences are established. It isimperative, for the success of the overallprogramme that the individual work streams aredelivered on time. Some of the work streamactivity, such as process design, can be carriedout with little or no client involvement. Otherslike, team development, will require a highdegree of joint activity. In some cases it may benecessary to engage a third party in the process.All the information gathered for each workstream is signed off by those involved in thatwork stream and then fed into the overallprogramme.

Develop Detailed Programme PlanOnce the prioritisation exercise has taken placea detailed programme plan is produced. TheRIiSE partner with discuss the programme planwith the client’s governance team to ensureinterlock with their business and to obtainexecutive support for the activity. Theprogramme is designed to be as painless aspossible and has to take into account the overallobjectives, pressures and business cycles of theclient. A typical programme plan will representthe work stream, priority and timescales ofeach of the work streams.

Implementation5

Agree Measurement CriteriaThere’s an old saying that if you don’t knowwhere you’re going then any bus will get youthere! For the improvement activity to bedeemed a success it is necessary to have anagreed measurement methodology. Themeasurement methodology will be agreed withthe client and tailored to the client’spreferences. These may be linked to timescales,milestones, costs, deliverables or a combinationof all. It is also necessary to understand theimpact they have on the success of each of theindividual work streams and consequently theoverall programme.

As a link between the measurementmethodology and the governance process anescalation process will be agreed. This is toensure that any inhibitors to the success of oneof the work streams or the overall programmecan be dealt with quickly or the programmemilestone moved to reflect the new situation.

Develop Governance ProcessA governance process is necessary to supportthe overall programme and measure thesuccess of each of the work streams as well asthe overall programme. The governance processis developed with the client and will include theoverall sponsor, the client lead for each of thework streams, a representative from any thirdparty, the RIiSE partner and an administrator.The roles and responsibilities of each individualwill be agreed and documented. An agendaalong with the regularity of the meetings will beagreed along with any other necessary logistics.A record of each meeting along with an actionlog will be maintained for the duration of theprogramme.

Identify Key ResourcesEach work stream will need a representativefrom the client to support the improvementactivity. They will be identified at the beginningof the programme and will be briefed on theirroles, responsibilities and deliverables duringthe programme. In some cases there may bemore than one person from the client involvedin a particular work stream. They will beincluded in the planning and will beinstrumental in the execution of the activity.Any resource required such as meeting and classrooms are identified and booked in advance ofany agreed start date.

Agree BudgetsAny additional funding required for third partyresource, external training and expenses areidentified and included in a detailed budgetplan. Approval is requested either through thegovernance team or directly to the programmesponsor. Any purchase orders required can beraised through procurement.

Develop and Deploy New ProcessesNew process, reflecting best practice, will bedeveloped and deployed for each elementrequiring improvement. RIiSE have developed asuite of processes to support all of the activitiesusually associated with complex dealengagement. These processes can either beutilised as is or customised to meet specificcustomer requirements. These processesinclude:

Best-In-Class Processes

End to End Sales Relationship Management

Bid Management Alliance Management

Governance Competitive Analysis

Price to win Value Proposition Development

Implementation5

Develop and Deploy New ToolsNew tools, reflecting best practice, will bedeveloped and deployed for each elementrequiring improvement. RIiSE have developed asuite of tools to support all of the process usuallyassociated with complex deal engagement.These tools can either be utilised as is orcustomised to meet specific customerrequirements. These tools include:

Tools Include

Qualification Commercial

Relationship Value Proposition

Intelligence Management Negotiation Planner

Financial Opportunity Tracker

Lessons Learnt Log Competitor Analysis

Solution Straw Man Risk Assessment

HR Waterfall Bid Budget

Solution Gap Analysis Bid Planning

ConclusionEach of individual areas listed above have beencarefully designed to take the engagement teamfrom where they have been assessed to be, to asclose to world class as possible. The uniquecombination of workplace learning combinedwith industry best practice process and toolshas proven to produce the very best results.

RIiSE have developed a quick assessment tool tohelp you ascertain where your organisation sitson the path to word class. One of our partnerswould happy to discuss with you the steps tomove up the measure of maturity.

Develop Training ProgrammeRIiSE have developed a unique workplace basedlearning programme designed to improve theeffectiveness of the engagement team withoutdistracting them from their day to day activity.The workplace learning includes modules onrelationship management, price to win, solutiondevelopment, competitive analysis, alliance andpartner management, value propositiondevelopment and bid management. This takesplace during a real engagement with aprospective customer. During the workshop theengagement team are supported in thedevelopment of a new mindset and trained touse the new process and tools.

Measure of Maturity

Radical Improvement in Sales Effectiveness (RIiSE) will transform your bidengine, bringing a deal-winning philosophy, enabling you to achieve greaterwin-rates, improved sales effectiveness and reduced bid costs.

Implementation costs are relatively small, benefits are high.

By effectively addressing the key issues which are holding back your salesefforts on complex pursuits and by implementing best-in-class processes,dramatic improvements to your bottom-line can swiftly be realised.

Contact Us:

“Strategies to dramatically increase win rate, lower cost of sales and improve effectiveness for large

complex sales opportunities”

RIiSE Solutions LtdWWW.RIiSE.CO.UKContactUs@RIiSE.co.uk+44 (0) 7920 294195

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