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© The PLANtoWIN Group Ltd 1
“Winning contracts with confidence”
A selection of animated slides introducing A selection of animated slides introducing
PLANtoWIN™PLANtoWIN™
© The PLANtoWIN Group Ltd 2
“Winning contracts with confidence”
International management consultancy - helping companies Win International management consultancy - helping companies Win - large accounts, major business, strong market positions.- large accounts, major business, strong market positions.
75% Average Win-Ratio
75% When we facilitate PLANtoWINWhen we facilitate PLANtoWIN
Team Action Programmes our Team Action Programmes our clients win 75% of the time.clients win 75% of the time.
Helping Organisations Win Better Business
Developed PLANtoWIN™, a unique proven Developed PLANtoWIN™, a unique proven PROCESSPROCESS for managing Customer Decisions for managing Customer Decisions and creating Win-Win.and creating Win-Win.
WINWIN
Challenging conventional B2B marketing practice - Challenging conventional B2B marketing practice - using this process with clients to guide, enable, using this process with clients to guide, enable, control, and increase their probability of winning.control, and increase their probability of winning. Taking Control
rather than leaving to chance
The PLANtoWIN GroupThe PLANtoWIN Group
© The PLANtoWIN Group Ltd 3
“Winning contracts with confidence”
Have the Have the best chancebest chance of securing of securing critical businesscritical business
Achieve more Achieve more ambitious targetsambitious targets
Increase Increase win-rates and profitabilitywin-rates and profitability
Increase control and Increase control and reduce uncertaintyreduce uncertainty
Develop more effective Develop more effective collaboration with customerscollaboration with customers
Take Take team-effectivenessteam-effectiveness and customer focus to a new level and customer focus to a new level
Develop capabilitiesDevelop capabilities and work more strategically and work more strategically
What do you want to achieve?What do you want to achieve?
PLANtoWIN™ helps organisations achieves these objectives.PLANtoWIN™ helps organisations achieves these objectives.
Improving Strategic Business DevelopmentImproving Strategic Business Development
© The PLANtoWIN Group Ltd 4
“Winning contracts with confidence”
Winning ProcessWinning Process• Robust route-mapRobust route-map• Clear StandardsClear Standards• Technical excellenceTechnical excellence• User-friendly & InsightfulUser-friendly & Insightful
““Best Practice” Best Practice” Business DevelopmentBusiness Development
3 Dimensions of Success for Winning business3 Dimensions of Success for Winning business
Winning PeopleWinning People• SkillsSkills• ExperienceExperience• AttitudeAttitude
Winning CultureWinning Culture• Customer focusCustomer focus• Effective Team-workingEffective Team-working• Goal orientationGoal orientation• Responsibility, Creativity etc.Responsibility, Creativity etc.
Capabilities Capabilities forfor
SuccessSuccess
© The PLANtoWIN Group Ltd 5
“Winning contracts with confidence”
Relatively large and important decisions, Relatively large and important decisions, often with a high monetary value.often with a high monetary value.
Other complexities (e.g. political, Other complexities (e.g. political, geographic, technical, etc) which geographic, technical, etc) which increase the number of issues.increase the number of issues.
Multiple people involved in Multiple people involved in making the decision, making the decision, fulfilling different roles.fulfilling different roles.
A decision-making process A decision-making process which is complicated and which is complicated and may take a long time.may take a long time.
When is PLANtoWIN™ used?When is PLANtoWIN™ used?
For influencing organisations making Complex Decisions.For influencing organisations making Complex Decisions.Complex DecisionsComplex Decisions are characterised by: are characterised by:
© The PLANtoWIN Group Ltd 6
“Winning contracts with confidence”
Variable and unreliable Controlled and reliableMore wins, sustainable business, improved profitability & strategic position.
“Best Practice”
Actions achieve the strategy (a road map)
Shared and documented living Plan
Understanding risks and controlling variables
Targeted communications that have impact
Cross-functional team commitment to actions
Learn what needs to be known and then discover
External (customer) focus driving internal actions
Gain Management support & internal alignment
Proactive with external / Customer focus
Structured and insightful analysis
A robust and creative end-to-end Process
Pragmatic application of marketing theory
Typical Practice
Actions disconnected from strategy
“Within the heads” of a few people
Much left to chance – unknowingly
The same messages to all customers
Resource and buy-in problems
Don’t know key people, process, etc
Driven by internal needs / perspectives
Organisational commitment difficult
Reactive to internal events
Little objective analysis
Have procedures, but no “process"
Rarely use marketing tools
B2B development – Generating & Winning businessB2B development – Generating & Winning business
© The PLANtoWIN Group Ltd 7
“Winning contracts with confidence”
A “best-in-class” framework to implement business strategy and action plans A “best-in-class” framework to implement business strategy and action plans right through to winning conclusions – right through to winning conclusions – time after time after……..!time after time after……..!
P L A NP L A N t o W I Nt o W I N P r o c e s sP r o c e s sRoute map.Route map.Strategy & Strategy &
ActionsActionsCreativeCreativeCommitmentCommitment
Robust StagesRobust StagesRepeatable & ReliableRepeatable & ReliableEasy and effectiveEasy and effectiveMeasurable / standardsMeasurable / standardsFocuses resourcesFocuses resources
Achieve objectivesAchieve objectivesSatisfy expectationsSatisfy expectationsBeat competitionBeat competitionGet Success!Get Success!
PLANtoWIN™ a best-practice processPLANtoWIN™ a best-practice process
© The PLANtoWIN Group Ltd 8
“Winning contracts with confidence”
Focusing on key Focusing on key customer decisionscustomer decisions Rationalising and dynamically Rationalising and dynamically managing the interfacemanaging the interface Orchestrating Orchestrating team-workteam-work to follow strategy and tactics to follow strategy and tactics Making it effective and Making it effective and achieving objectivesachieving objectives..
PLANtoWIN™ - a proactive way to engage with customersPLANtoWIN™ - a proactive way to engage with customers
The interface
Customer:Vision,
Strategy,Objectives.(Decisions)
Customer:Vision,
Strategy,Objectives.(Decisions)
Our:People,
Resources,Capabilities.(behaviour)
Our:People,
Resources,Capabilities.(behaviour)
Managing the customer interfaceManaging the customer interface
© The PLANtoWIN Group Ltd 9
“Winning contracts with confidence”
Introducing PLANtoWIN™ with a single project Introducing PLANtoWIN™ with a single project
Team Action Programme - “Learning while winning”Team Action Programme - “Learning while winning”
Workshops
PrepareAnalyseSituation
FormulateStrategy
Analysis & strategy formulation• Team learning “on the job”• Expert facilitation• Cross-functional involvement
WINReviewStrategy
MonitorProgress
Effective implementation• Goal focused activity• Alignment of energies• Team control and communications
A Best Practice Process enabled by powerful Software
© The PLANtoWIN Group Ltd 10
“Winning contracts with confidence”
The IMPACT of PLANtoWIN™The IMPACT of PLANtoWIN™
SUSTAINEDGROWTH
Profitability More WinsMore Wins Higher value WinsHigher value Wins Productivity / lower costProductivity / lower cost Timely ImplementationTimely Implementation
Capabilities Optimised use of resourcesOptimised use of resources Cost effective implementationCost effective implementation Seamless CompetenceSeamless Competence Practical leadership toolPractical leadership tool
Strategic Position More Strategic WinsMore Strategic Wins Coordinated Strategic PlansCoordinated Strategic Plans High Quality StrategiesHigh Quality Strategies Higher Win ratesHigher Win rates
Culture Better Customer focusBetter Customer focus More effective team-workingMore effective team-working Learning while winningLearning while winning Responsibility & OwnershipResponsibility & Ownership
© The PLANtoWIN Group Ltd 11
“Winning contracts with confidence”
“Allows us to effectively tackle
the really big hairy projects” “shows us what
we need to do to Win”
“Gave us an enduring mindset
change”
“Massively increases our probability of
winning”
“Gives leadership a tool to make real change”
“Lets us follow ideas through to
actions and achievement”
“Helps us make time to be
strategic together”
“Builds the team, partnership and
company culture”
“Shows us the big picture and lets us drill-down
to key issues”
“Produces a scary action list, but
when we follow through we win!”
“A best-practice, structured, robust
process for winning”
“Allows experts to contribute to
customer plans”
“Documents the Plan and actions for the team to
progress”
“Unearths important things you didn’t know were important”
What people say about PLANtoWINWhat people say about PLANtoWIN
© The PLANtoWIN Group Ltd 12
“Winning contracts with confidence”
Performance Performance Management system Management system
guides resultsguides results
Easy to useEasy to usebest-practice best-practice
B2B marketing B2B marketing
Very fast & Very fast & easy to use, easy to use,
alone or togetheralone or together
EffectiveEffectiveteam-working ofteam-working ofextended teamsextended teams
Immediate visibility Immediate visibility of detailed PLANs of detailed PLANs
and progressand progress
GuaranteedGuaranteedSecurity 24/7 &Security 24/7 &100% uptime100% uptime
Web-basedWeb-basedsystem for worldwidesystem for worldwide
access access
Innovative IT Innovative IT avoids extra resourcesavoids extra resources
or hassles or hassles
Advanced systemAdvanced systemsetting new standardssetting new standards
for B2B marketingfor B2B marketing
PLANtoWIN™PLANtoWIN™ enhanced by enhanced by Web based softwareWeb based software
© The PLANtoWIN Group Ltd 13
“Winning contracts with confidence”
Energises leaders & their teams
Tools that make complexity manageable
Customer focused and action oriented
Transforms win rates and positioning
Practical application of best practice marketing
75% Average Win-Ratio
The PLANtoWIN Group Ltd
Helping Organisations Win Better Business
Head Office / U.K.: +44 (0)121 445 6848 www.PLANtoWIN.net admin@PLANtoWIN.netBenelux / Germany: +49 (2822) 537112 Benelux@PLANtoWIN.net Nordic / Denmark: +45 4673 3570 Nordic@PLANtoWIN.net
Setting new standards for B2B developmentSetting new standards for B2B development
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