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Improve Sales Effectiveness-115
A major pharmaceutical manufacturer was losing business opportunities due to an ineffective process of bid evaluation and proposal development in response to customers’ RFP’s. The Highland Group was asked to assist them in developing a process to evaluate opportunities and manage the proposal process.
The Driver Goal:
- Develop a standard process for all business units for bid evaluation and proposal development to ensure accurate, timely and effective response to client RFP’s and capture more profitable business for the company by the end of the year
Actions Taken:
- Created and implemented a Goal Translation and Alignment process
- Documented and installed a process that provides for effective managing of customer RFP’s and prioritized and distinguished responsibilities for the Marketing and Sales organizations
- Implemented a system for continuous improvement that ensured the effective use of the process and upgraded when needed
- Designed and implemented training programs for manufacturing, sales and marketing on the use of all of the above
The Results:
- Implemented a consistent process for responding to customer RFP’s across all business units.
- Trained all staff on the new process, identified responsibilities and accountabilities
- Reduced response time to customer RFP’s by 20%
- Put in place performance measures to ensure effective use of the RFP process
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