© the plantowin group ltd 1 “winning contracts with confidence” a selection of animated slides...

© The PLANtoWIN Group Ltd 1

“Winning contracts with confidence”

A selection of animated slides introducing A selection of animated slides introducing

PLANtoWIN™PLANtoWIN™



International management consultancy - helping companies Win International management consultancy - helping companies Win - large accounts, major business, strong market positions.- large accounts, major business, strong market positions.

75% Average Win-Ratio

75% When we facilitate PLANtoWINWhen we facilitate PLANtoWIN

Team Action Programmes our Team Action Programmes our clients win 75% of the time.clients win 75% of the time.

Helping Organisations Win Better Business

Developed PLANtoWIN™, a unique proven Developed PLANtoWIN™, a unique proven PROCESSPROCESS for managing Customer Decisions for managing Customer Decisions and creating Win-Win.and creating Win-Win.

WINWIN

Challenging conventional B2B marketing practice - Challenging conventional B2B marketing practice - using this process with clients to guide, enable, using this process with clients to guide, enable, control, and increase their probability of winning.control, and increase their probability of winning. Taking Control

rather than leaving to chance

The PLANtoWIN GroupThe PLANtoWIN Group



Have the Have the best chancebest chance of securing of securing critical businesscritical business

Achieve more Achieve more ambitious targetsambitious targets

Increase Increase win-rates and profitabilitywin-rates and profitability

Increase control and Increase control and reduce uncertaintyreduce uncertainty

Develop more effective Develop more effective collaboration with customerscollaboration with customers

Take Take team-effectivenessteam-effectiveness and customer focus to a new level and customer focus to a new level

Develop capabilitiesDevelop capabilities and work more strategically and work more strategically

What do you want to achieve?What do you want to achieve?

PLANtoWIN™ helps organisations achieves these objectives.PLANtoWIN™ helps organisations achieves these objectives.

Improving Strategic Business DevelopmentImproving Strategic Business Development



Winning ProcessWinning Process• Robust route-mapRobust route-map• Clear StandardsClear Standards• Technical excellenceTechnical excellence• User-friendly & InsightfulUser-friendly & Insightful

““Best Practice” Best Practice” Business DevelopmentBusiness Development

3 Dimensions of Success for Winning business3 Dimensions of Success for Winning business

Winning PeopleWinning People• SkillsSkills• ExperienceExperience• AttitudeAttitude

Winning CultureWinning Culture• Customer focusCustomer focus• Effective Team-workingEffective Team-working• Goal orientationGoal orientation• Responsibility, Creativity etc.Responsibility, Creativity etc.

Capabilities Capabilities forfor

SuccessSuccess



Relatively large and important decisions, Relatively large and important decisions, often with a high monetary value.often with a high monetary value.

Other complexities (e.g. political, Other complexities (e.g. political, geographic, technical, etc) which geographic, technical, etc) which increase the number of issues.increase the number of issues.

Multiple people involved in Multiple people involved in making the decision, making the decision, fulfilling different roles.fulfilling different roles.

A decision-making process A decision-making process which is complicated and which is complicated and may take a long time.may take a long time.

When is PLANtoWIN™ used?When is PLANtoWIN™ used?

For influencing organisations making Complex Decisions.For influencing organisations making Complex Decisions.Complex DecisionsComplex Decisions are characterised by: are characterised by:



Variable and unreliable Controlled and reliableMore wins, sustainable business, improved profitability & strategic position.

“Best Practice”

Actions achieve the strategy (a road map)

Shared and documented living Plan

Understanding risks and controlling variables

Targeted communications that have impact

Cross-functional team commitment to actions

Learn what needs to be known and then discover

External (customer) focus driving internal actions

Gain Management support & internal alignment

Proactive with external / Customer focus

Structured and insightful analysis

A robust and creative end-to-end Process

Pragmatic application of marketing theory

Typical Practice

Actions disconnected from strategy

“Within the heads” of a few people

Much left to chance – unknowingly

The same messages to all customers

Resource and buy-in problems

Don’t know key people, process, etc

Driven by internal needs / perspectives

Organisational commitment difficult

Reactive to internal events

Little objective analysis

Have procedures, but no “process"

Rarely use marketing tools

B2B development – Generating & Winning businessB2B development – Generating & Winning business



A “best-in-class” framework to implement business strategy and action plans A “best-in-class” framework to implement business strategy and action plans right through to winning conclusions – right through to winning conclusions – time after time after……..!time after time after……..!

P L A NP L A N t o W I Nt o W I N P r o c e s sP r o c e s sRoute map.Route map.Strategy & Strategy &

ActionsActionsCreativeCreativeCommitmentCommitment

Robust StagesRobust StagesRepeatable & ReliableRepeatable & ReliableEasy and effectiveEasy and effectiveMeasurable / standardsMeasurable / standardsFocuses resourcesFocuses resources

Achieve objectivesAchieve objectivesSatisfy expectationsSatisfy expectationsBeat competitionBeat competitionGet Success!Get Success!

PLANtoWIN™ a best-practice processPLANtoWIN™ a best-practice process



Focusing on key Focusing on key customer decisionscustomer decisions Rationalising and dynamically Rationalising and dynamically managing the interfacemanaging the interface Orchestrating Orchestrating team-workteam-work to follow strategy and tactics to follow strategy and tactics Making it effective and Making it effective and achieving objectivesachieving objectives..

PLANtoWIN™ - a proactive way to engage with customersPLANtoWIN™ - a proactive way to engage with customers

The interface

Customer:Vision,

Strategy,Objectives.(Decisions)

Customer:Vision,

Strategy,Objectives.(Decisions)

Our:People,

Resources,Capabilities.(behaviour)

Our:People,

Resources,Capabilities.(behaviour)

Managing the customer interfaceManaging the customer interface



Introducing PLANtoWIN™ with a single project Introducing PLANtoWIN™ with a single project

Team Action Programme - “Learning while winning”Team Action Programme - “Learning while winning”

Workshops

PrepareAnalyseSituation

FormulateStrategy

Analysis & strategy formulation• Team learning “on the job”• Expert facilitation• Cross-functional involvement

WINReviewStrategy

MonitorProgress

Effective implementation• Goal focused activity• Alignment of energies• Team control and communications

A Best Practice Process enabled by powerful Software



The IMPACT of PLANtoWIN™The IMPACT of PLANtoWIN™

SUSTAINEDGROWTH

Profitability More WinsMore Wins Higher value WinsHigher value Wins Productivity / lower costProductivity / lower cost Timely ImplementationTimely Implementation

Capabilities Optimised use of resourcesOptimised use of resources Cost effective implementationCost effective implementation Seamless CompetenceSeamless Competence Practical leadership toolPractical leadership tool

Strategic Position More Strategic WinsMore Strategic Wins Coordinated Strategic PlansCoordinated Strategic Plans High Quality StrategiesHigh Quality Strategies Higher Win ratesHigher Win rates

Culture Better Customer focusBetter Customer focus More effective team-workingMore effective team-working Learning while winningLearning while winning Responsibility & OwnershipResponsibility & Ownership



“Allows us to effectively tackle

the really big hairy projects” “shows us what

we need to do to Win”

“Gave us an enduring mindset

change”

“Massively increases our probability of

winning”

“Gives leadership a tool to make real change”

“Lets us follow ideas through to

actions and achievement”

“Helps us make time to be

strategic together”

“Builds the team, partnership and

company culture”

“Shows us the big picture and lets us drill-down

to key issues”

“Produces a scary action list, but

when we follow through we win!”

“A best-practice, structured, robust

process for winning”

“Allows experts to contribute to

customer plans”

“Documents the Plan and actions for the team to

progress”

“Unearths important things you didn’t know were important”

What people say about PLANtoWINWhat people say about PLANtoWIN



Performance Performance Management system Management system

guides resultsguides results

Easy to useEasy to usebest-practice best-practice

B2B marketing B2B marketing

Very fast & Very fast & easy to use, easy to use,

alone or togetheralone or together

EffectiveEffectiveteam-working ofteam-working ofextended teamsextended teams

Immediate visibility Immediate visibility of detailed PLANs of detailed PLANs

and progressand progress

GuaranteedGuaranteedSecurity 24/7 &Security 24/7 &100% uptime100% uptime

Web-basedWeb-basedsystem for worldwidesystem for worldwide

access access

Innovative IT Innovative IT avoids extra resourcesavoids extra resources

or hassles or hassles

Advanced systemAdvanced systemsetting new standardssetting new standards

for B2B marketingfor B2B marketing

PLANtoWIN™PLANtoWIN™ enhanced by enhanced by Web based softwareWeb based software



Energises leaders & their teams

Tools that make complexity manageable

Customer focused and action oriented

Transforms win rates and positioning

Practical application of best practice marketing

75% Average Win-Ratio

The PLANtoWIN Group Ltd

Helping Organisations Win Better Business

Head Office / U.K.: +44 (0)121 445 6848 www.PLANtoWIN.net [email protected] / Germany: +49 (2822) 537112 [email protected] Nordic / Denmark: +45 4673 3570 [email protected]

Setting new standards for B2B developmentSetting new standards for B2B development