Key Opportunity Action Plan <ul><li>Prepared by Michael C. Barnes </li></ul>
Mission Statement <ul><li>Assure that key customers are supported. </li></ul><ul><li>Assure that our partners identify and...
Action Plan <ul><li>Know the customer </li></ul><ul><li>Fill the funnel with new opportunities </li></ul><ul><li>Create a ...
Action Plan <ul><li>Know the Customer </li></ul><ul><ul><li>Research your customer’s demographics </li></ul></ul><ul><ul><...
Action Plan <ul><li>Fill the funnel </li></ul><ul><ul><li>Know all opportunities as soon as possible. Track budgets, finan...
Action Plan <ul><li>Create a matrix of solutions for each business unit and match these solutions against opportunities. <...
Action Plan <ul><li>Influence the Architecture </li></ul><ul><ul><li>Once the opportunity is identified and, it is importa...
Action Plan <ul><li>Monopolize the Partners </li></ul><ul><ul><li>Form strong relationships with potential solution provid...
Action Plan <ul><li>Develop a Capture Plan </li></ul><ul><ul><li>Once you have identified an opportunity, matched up the s...
Action Plan <ul><li>Develop a Capture Plan </li></ul><ul><ul><li>Elements of a Capture Plan </li></ul></ul><ul><ul><ul><li...
Action Plan <ul><li>Develop a Capture Plan </li></ul><ul><ul><li>Example (continued) </li></ul></ul><ul><ul><ul><li>Milest...
Action Plan <ul><li>Develop a Capture Plan </li></ul><ul><ul><li>Example (Continued) </li></ul></ul><ul><ul><ul><li>Probab...
Action Plan <ul><li>Develop a Capture Plan </li></ul><ul><ul><li>Example Continued </li></ul></ul><ul><ul><ul><li>Proposed...
Action Plan <ul><li>Develop a Capture Plan </li></ul><ul><ul><li>Example </li></ul></ul><ul><ul><li>Business Case </li></u...
Action Plan <ul><li>Prioritize Opportunities </li></ul><ul><ul><li>Weight each opportunity based  on criteria established ...
Action Plan <ul><li>Execute </li></ul><ul><ul><li>Manage the successful completion of whatever steps required to win the b...
Action Plan <ul><li>Win </li></ul><ul><ul><li>The only reason we do all this work is to win.  </li></ul></ul>
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Actionplan

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

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Actionplan

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

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