rww for sales opportunity analysis
DESCRIPTION
Effective managment of multiple project sales opportunities requires ensuring that you invest your time in the right opportunties. RWW is an analysis tool to help make this selection process more productive. Is It REAL? Can We WIN It? Is It WORTH It?TRANSCRIPT
Is It REAL?
Can We WIN It?
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Is It WORTH It?
Photo courtesy www.FreeDigitalPhotos.net
RWW - What is it?
A project feasibility and risk management tool used in evaluating
Innovation and business improvement projects
R – Is it REAL?W – Can we WIN It?W – Is It WORTH It?
RWW – How can we use it to analyse “sales” opportunities?
Apply the RWW screening process to maximise return on investment in managing multiple high value sales opportunities
Is It REAL?Will it get off the ground?• Is relevant funding for this project obtainable?• Will all regulatory approvals be granted?• Is there a market need for the intended outcomes of the
project?• Is the timing for this opportunity realistic and achievable?
Can We WIN It?Are we the leader of the pack?• Do we know all the likely competitors?• Do we have a competitive advantage?• Do we have adequate resources to manage this
opportunity?• Could we respond in the requested timeframe?
Is It WORTH It? Dollars and sense? • Is the opportunity cost acceptable?• Do the expected financial returns exceed requirements?• Can all risks be managed appropriately?• Does it fit our overall growth strategy?
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RWW Screening Questionnaire
Sales Opportunity Name:
1111
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12Score Results
0 - 12
13 - 107
108
Is It WORTH It? - Do the dollars and sense stack up?
Can We WIN It? - Are we the leader of the pack? (Internal Analysis)
Do the expected financial returns exceed requirements?Can all risks be managed appropriately?Does it fit our overall growth strategy?
Is the timing for this opportunity realistic and achievable?
RWW screening result score for this sales opportunity is:
Do we have a competitive advantage?Do we have adequate resources to manage this opportunity?Could we respond in the requested timeframe?
Is the opportunity cost acceptable?
Meets no requirements and should not progress any further
Score Definition
Meets all requirements and should proceed
Requires further evaluation before proceeding
Is relevant funding for this project obtainable?Will all regulatory approvals be granted?Is there a market need for the intended outcomes of the project?
Do we know all the likely competitors?
Is It REAL? - Will it get off the ground? (External Analysis)
RWW – Next steps
Project sales opportunities that pass the RWW screening process can then be prioritised based on:
• Timing• Financial returns• Available resources
ReferencesGeorge S. Day, “Is It Real?, Can We Win? Is It Worth Doing? – Managing Risk andReward in an Innovation Portfolio” HarvardBusiness Review, December 2007
Author’s Contact DetailsName : Lawrence (Laurie) PhillipsE-mail: [email protected]
http://au.linkedin.com/in/lawrencephillips www.businessmeccanica.blogspot.com
RWW Screening QuestionnaireFor a FREE copy of the RWW Screening Questionnaire in Microsoft Excel format, just go to www.businessmeccanica.blogspot.com and go to the downloads section
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