How to take charge of your pipeline of bids
Whilst some companies have the luxury of a short sales cycle, for many small businesses there is a substantial lead time between initiating a proposal and winning / delivering the work. As a result, there is a real danger that when busy delivering, sales efforts are minimised ... and then there is a panic to sell when the work is drying up.
To avoid the perils of this feast-and-famine, it is important to keep a 'drumbeat' process going to monitor, progress and prioritise your business development pipeline. We recently posted about how to identify criteria to select which bidding opportunities to pitch for - attached below is a schematic of a process to help manage your portfolio of opportunities.
Clearly, the process will be customised depending on your sector. For example, in the construction industry or consulting to the public sector, "sell on" might be more to do with follow-on work under an existing framework agreement.
Why not try PYXI to manage your process?
You can try out PYXI business administration software free for a month with no strings attached.
Or contact us and we can talk you through the benefits and how it could work for your business.
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