Transform your Business Winning Capabilities
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Today's high-performing businesses take a strategic approach to business winning. If you want to compete, reactive bidding will no longer cut it.
At Frazer-Nash, we have the knowledge and expertise to:
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Reshape
Your business winning capabilities
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Embed
A more strategic approach to bidding in your business, with a focus on capture, competitive intelligence and future development
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Maximise
Your bidding success
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Grow
Your business
Our Customers Pain Points:
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Poor Strategic Planning
- Lack of strategic focus to align with the sales focus Misalignment between the long-range business plan and pipeline
- The pipeline not driving resource planning and talent management
- Lack of coherent go-to-market action plans for new value propositions and markets
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Focussing on the wrong opportunities
- Being too busy bidding to curate the pipeline
- Opportunities not sufficiently qualified
- Insufficient early stakeholder engagement
- Win strategy not progressively developed
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Lack of competitive advantage
- Lack of customer intelligence and understanding of buyer behaviour
- Lack of competitor intelligence that drives unique value propositions
- Weak differentiators
- Ineffective communication of differentiators
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Not enough of the right people
- Lack of seasoned competitive winners
- Talent in the wrong jobs
- Insufficient domain knowledge
- Over-reliance on a few ‘superheroes’
- Teams under strain and incapable of producing creative win strategies
- Underperformance and high turnover due to burnout
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Lack of continuous improvement
- Discrete rather than continuous product and service development
- Failing to learn from past bid performance
- Not improving the speed and efficiency of business winning
- Not integrating learnings at pace
To find out more about how we can help your project, email sharen.madge@fnc.co.uk
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