Claire Bird & Lee Hurt| Lloyds Bank

PLANNING TO WIN!

PLANNING TO WINAPMP UK Symposium

June 2017

Claire Bird and Lee Hurt

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%

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

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?

Support model

• Gold

• Silver

• Bronze

High level solution

Improve stakeholder buy in

Implement self service support

package for low priority deals

Empower staff

Focus effort on key deals

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!

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

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?

Focus effort on key deals

• Shifting focus to Pre RfP

• New strategy

• Thresholds

• Exec buy in and sign off

• Highlighted benefits

Self-serve model

• Thresholds clear

• Quality templates

• Tracked in numbers

• Staff trained in use

• Database

• Database manager

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!