Your SlideShare is downloading. ×
  • Like
Actionplan
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Now you can save presentations on your phone or tablet

Available for both IPhone and Android

Text the download link to your phone

Standard text messaging rates apply
Published

Here is an Action Plan I wrote for managers to go after large opportunities. I am using NorhTec as the company doing the plan.

Here is an Action Plan I wrote for managers to go after large opportunities. I am using NorhTec as the company doing the plan.

Published in Business
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
315
On SlideShare
0
From Embeds
0
Number of Embeds
1

Actions

Shares
Downloads
10
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. Key Opportunity Action Plan
    • Prepared by Michael C. Barnes
  • 2. Mission Statement
    • Assure that key customers are supported.
    • Assure that our partners identify and win large complex deals.
    • Identify and coordinate resources to win identified key opportunities.
    • Monitor sales activities and provide vision and leadership as required.
    • Advise and accept responsibility for:
      • bid strategies and capture plans,
      • coordination of Sales Account Manager’s roles for cross-geo program capture,
      • defining the architecture and,
      • developing our partners into effective NorhTec Advocates.
    • Own the Architecture
  • 3. Action Plan
    • Know the customer
    • Fill the funnel with new opportunities
    • Create a matrix of solutions for each business unit and match these solutions against opportunities
    • Influence the architecture
    • Monopolize the partners
    • Prioritize Opportunities
    • Develop a Capture Plan
    • Execute
    • Win
  • 4. Action Plan
    • Know the Customer
      • Research your customer’s demographics
      • Learn as much as possible about budgets, politics, economics and anything else that makes you an expert about your customer
      • Look for patterns
      • Study the organization chart of the company and know who makes decisions and what the decision process is.
      • Make a list of key influencer's inside the organization.
  • 5. Action Plan
    • Fill the funnel
      • Know all opportunities as soon as possible. Track budgets, financing and any source of information that will create the largest pool of opportunities.
      • Identify opportunities first, quantify later
  • 6. Action Plan
    • Create a matrix of solutions for each business unit and match these solutions against opportunities.
      • Create a list of all sub-industry classifications.
        • Examples
          • Transportation
            • Ports
            • Air
            • Railways
            • Shipping
            • Trucking
          • Under each sub-industry classification, try to find NorhTec based or potential NorhTec based solutions.
          • As opportunities occur, match these against the list of identified solutions.
  • 7. Action Plan
    • Influence the Architecture
      • Once the opportunity is identified and, it is important that we influence the customer towards our solution. Make the customer aware that NorhTec has a solution and influence the customer to write their requirements around that solution.
  • 8. Action Plan
    • Monopolize the Partners
      • Form strong relationships with potential solution providers. Make sure they favor their solution on NorhTec. If that vendor has a good relationship with the customer, exploit it. If the vendor has no relationship, help them build one.
      • Don’t allow key providers to develop relationship stronger than the one you have with the customer. Monopolize their time--monopolize their mind-share.
  • 9. Action Plan
    • Develop a Capture Plan
      • Once you have identified an opportunity, matched up the solutions and partners, and influenced the customers, it is now time to develop a capture plan.
        • A capture plan is a document that is shared among all partners and participants to provides all the relevant information and outlines a strategy to win.
        • The capture plan is a living document that predicts the future and records the past
        • Identify the resources required to win the project
  • 10. Action Plan
    • Develop a Capture Plan
      • Elements of a Capture Plan
        • Background -- description of the opportunity
          • Customer
          • Primary Application
          • Confirming Documentation -- articles, web sites, etc.
        • Description
          • Contract Type
          • Equipment Type and Quantity
          • Value
            • Total
            • NorhTec
  • 11. Action Plan
    • Develop a Capture Plan
      • Example (continued)
        • Milestones
          • Purchase Schedule
            • Design Stage
            • Call for Tenders
            • Interview with Interested Parties
            • Benchmarking
            • Award
            • Delivery Schedule
  • 12. Action Plan
    • Develop a Capture Plan
      • Example (Continued)
        • Probability of Go
        • Strategic Value
        • Fit with business strategy
        • What Happens if NorhTec does not bid?
      • Evaluation Criteria
        • Mandatory Requirements
      • Approach to meet this Criteria
      • Pricing Strategy
      • Competitive Analysis
      • Resources required to win
  • 13. Action Plan
    • Develop a Capture Plan
      • Example Continued
        • Proposed Coverage Model
          • Industry Manager
          • Proposal Manager
          • Program Manager
          • SAM (Strategic Account Manager)
          • Pricing
          • SE (System Engineer)
          • Writers
          • Consultants
  • 14. Action Plan
    • Develop a Capture Plan
      • Example
      • Business Case
        • List out Revenue for program and revenue for NorhTec for the life of the program
        • Summary
        • Conclusion
  • 15. Action Plan
    • Prioritize Opportunities
      • Weight each opportunity based on criteria established by the region.
      • Only eliminate opportunities that have no potential of capture.
      • Evaluate each opportunity on
        • Reward for successful capture
        • Consequences of not winning/bidding
      • Higher priority programs must receive more focus (disregarding time)
      • Work as many projects as possible without detracting from the most important ones
  • 16. Action Plan
    • Execute
      • Manage the successful completion of whatever steps required to win the business
        • If the opportunity is sole-source, make sure that all white papers, documentation and offers are completed.
        • If the opportunity is competed, make sure that all the steps outlined in the Proposal guide are executed properly.
  • 17. Action Plan
    • Win
      • The only reason we do all this work is to win.