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Business Winning

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About the course

All businesses need to do two things to survive – win business and deliver it. This Business Winning workshop gives business development people the skills and the toolset to increase their win rates and win values, winning the business that contributes to company growth.

This 2 day workshop covers the business winning lifecycle from first contact through to contract award. Each stage includes practical exercises to apply the principles and toolkit covered.

It provides delegates with tools which enable them to:
– concentrate on their stakeholders;
– develop contact plans and value propositions;
– effectively plan their bid, and;
– understand what they know and what they need to know and to plan meetings with customers
in order to improve their ability to win.

The course can be run as an in-house version for business development staff and tailored to reflect an organisation’s own business development process, toolset and markets.

Previous feedback includes:
“One of the best courses I have been on. It gave me a new perspective on my job and I have already started to look at things differently.” – NH

“A very good course. The best element was that it was practical in that it showed you how to do it.” – DF

“I did try to find a negative to put down, but I honestly cannot! One of the most informative and well structured training courses I have attended in many years, and I have, in a previous life, been a Training course designer for the Royal Air Force!” – MW

Course dates coming soon

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Who should take the course?

The course is suitable for anyone involved in winning business, particularly large, complex, intangible contracts such as service delivery, technology or facilities management.

Ideally, delegates will have one or two "live" opportunities that can be used as examples to apply concepts and toolsets during exercises.

For business development teams, this is an ideal team workshop where ideas and customer knowledge can be applied to a whole business stream.

Course dates coming soon

Benefits – individual?

Delegates can benefit from:

  • a clear, structured process to pursuing opportunities, based on an understanding of how customers buy
  • an audit trail of go/no go decisions that can be supported by senior management
  • more successful business winning outcomes
Course dates coming soon

Benefits – organisation?

Organisations can benefit from:

  • greater confidence in pipeline accuracy and reporting
  • robust pipeline governance
  • increased win rates
  • increased win values
  • a clearer link between bid budget allocation and results.
Course dates coming soon

Key Features

By the end of this workshop, delegates will be able to:

  • apply a structured process to current and new opportunities
  • develop and objectively assess a pipeline of opportunities
  • identify new business opportunity leads
  • plan and manage opportunities through to contract award
  • use customer meetings to move an opportunity forward
  • use structured reviews to provide confidence to senior management
Course dates coming soon
Course dates coming soon
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