GLOBAL PROFESSIONAL SERVCIES BASELINED ITS PROPOSAL AND PEOPLE CAPABILITY, REDESIGNED ITS SALES TARGET OPERATING MODELTO POSITION FOR BIG TICKET WINS

Industry: Technology, AI, Professional Services, BPO

Services: Strategy Consulting,  Benchmarking, Proposal Assessment, People Assessment, Training, Sales Process, Bid Governance.

The Client

The client is world’s leading professional services provider headquartered in New York

The Challenge

The board were keen to position the company in the BPO leader’s quadrant in Consulting, Digital and Transformation vertical. To attain this, they wanted to enhance win rates, gear up the sales and pre-sales capability to play in this space and train the pre-sales team.

The Solution

In collaboration with Shipley UK, we conducted few diagnostic workshops and jointly established baseline for

  • Proposal Quality – How do the client proposals compare with the Industry Best?
  • People skills – Do the client pre-sales team members have the right skills?

We then supported the design of the Target Operating Model for the Pre-Sales function including job roles and identified the tools for automation. We then carried out a workshop in their Head office that assisted key bid team members in early deployment of the Target Operating Model (TOM) and to identify further organisational and process changes needed to embed them deeper into TOM.

The Results: In the next 12 months, client prioritised their global projects into 1. Strategic 2. Tactical and 3. Renewal structured sales process, pursuit teams and bid governance across multiple geographies for each of the project types enabling them to accelerate $170m revenue.