vi-100: make your business development count with deltek ...€¦ · 02/11/2016 · vi-100: make...

VI-100: Make Your

Business Development

Count with Deltek Vision

Megan R. Miller, Deltek

©2016 Deltek, Inc. All Rights Reserved 2

Agenda

Industry Trends

Manage Your Client Lifecycle

Improve Key Performance

Metrics

Maximize BD Time

Industry Trends


Win Rate

45% -3%

Top Quarter: 59.7%

Bottom Quarter: 31.7%

DEFINITION• Calculated by

proposals awarded

divided by

proposals

submitted

4


Top Business Development Challenges

37th Annual Deltek Clarity A&E Industry Report

Top Challenge

2nd Largest

Challenge

3rd Largest

Challenge


Position in the Market Over Next 18 Months


Top Business Development Initiatives

Top Initiative

2nd Largest

Initiative

3rd Largest

Initiative

Manage Your Client Lifecycle


Find Opportunities

Don’t wait for RFPs

Capture lead information as it happens

Less time searching for needle in haystack

Nurture clients and network for new

opportunities

Gain more opportunity insight

Build strategic teams


How do you find leads?


Finding MORE Opportunities

RFPs in the mail

Web site searches

Client websites

FedBizOpps or other client

notification systems

GovWin IQ

Teaming partners

Client meetings

Where else?

11

Tracking MORE Opportunities

RFPs in the mail

Web site searches

Client websites

FedBizOpps or other

client notification systems

GovWin IQ

Teaming partners

Client meetings

Where else?

12

What should you be tracking?

Is it a target market?

Is it a current or potential

future service offering?

Will it help my team make

better decisions about this

client or market?

How does this fit into our

overall client strategy?

Other options for tracking

without entering opportunity


The Power of Vision – Tracking Opportunities

Track MORE opportunities

Track conversations around

the opportunity

– Partners

– Clients

– Other intel obtained

Import opportunities from

GovWin IQ

14 © Deltek, Inc. All Rights Reserved - Confidential. These plans represent our current estimates

on timing and functionality and may be subject to future modification.

Qualify Opportunities

Don’t chase every opportunity

Know which clients are worth investment

Understand your success rates by market or

client

Make better go/no go decisions

Use limited business development time where it

counts

Increase your WIN rates


How are you qualifying opportunities?


Use Your Collective Intelligence

Market Insight

Client history and pipeline

Firm success rates

Competition

Informed Go/No Go decisions

17


The Power of Vision – Market Insight


The Power of Vision – Client Reports

The Power of Vision – An Informed Go/No Go

Do we have a solid history in

market?

How is reputation with client?

How does the client perceive us for

this type of work?

Is the project funded?

Is this a good fit for our team?

Who is our competition?

Will it be profitable?

Proposal resources?

20 ©2016 Deltek, Inc. All Rights Reserved


If no go…what are next steps?

TRACK, TRACK, TRACK

What are the reasons for no go?

What actions are required?

Use Vision to track and prompt

– Email notification for no go reason

with prompts for what to do next

Manage Pipeline

Know the health of your pipeline

Understand where your gaps are

Develop a plan to fill the gaps

Plan resources more effectively

Gain visibility into pipeline with one

version of the truth


How are you managing the pipeline?



The Power of Vision – Managing the Pipeline


The Power of Vision – Hit Rate and Client Touch


The Power of Vision – Planning Touch Points

Proposal Management

Have the info you need at your fingertips

Build a compelling case from opportunity

insight

Position for WIN with more time for

customization

Collaborative proposal process

Develop competitive proposals


Are your proposals hitting the mark?



The Power of Vision – An Informed Go/No Go

Do we have a solid history in

market?

How is reputation with client?

How does the client perceive us for

this type of work?

Is the project funded?

Is this a good fit for our team?

Who is our competition?

Will it be profitable?

Proposal resources?


The Power of Vision – Proposal Intel


The Power of Vision – Automate Proposals

Build your project portfolio after every project

Maintain text libraries with critical boilerplates

Update employee data for resumes

Connect with Projects for accurate resumes

Automate what you can so you can focus on

the custom sections of the proposal

Win More

Win more. Grow more. Profit more.

Intelligence to pursue the right opportunities

Opportunity insight to choose the right

projects

Pipeline visibility to pursue the right clients

Business development knowledge to grow

your business the right way


Are you making the most of the win?


The Power of Vision – Win

Conduct debriefs for losses

AND WINS Why did they choose your firm?

What stood out?

Where did others fall short?

Start building your intel for

the next opportunity



The Power of Vision – Win in the No Go

You said no, now what?

– Set up activity with client

– Reach out to teaming partners

– May still want to track who wins

No Go for the Win

– Better use of time

– Better impression to client

– Better direction for marketing and

project management

Improve Key Performance Indicators for Business Development



What are you tracking today?

# of proposals

Win rates

Pipeline


What could you be measuring?

Follow up on leads from events

# of client meetings

# of client meetings that ended in

opportunity

# of proposals

# of wins

# of losses

# of No Gos

Forecast

# of new clients

# of new teaming partners


How to get from today to ideal

What do you need to measure?

What are your stats today?

What do you want them to be?

What steps will it take to get there?

Who needs to be involved?

How will you move the numbers?

Outline the goal

Outline the action plan

Track progress to the goal

Share successes along the way

NEW CLIENTS

Maximize Business Development Time



Maximize Business Development Time

Where can I invest my time that will have the greatest impact?

What has been done recently?

Which clients am I responsible for?

Who is not feeling the love?

What opportunities are on the horizon? What teaming partners will we need?

Where are the gaps in the pipeline?

Who can I have lunch with this week?

Do I have time on my calendar for BD this week?

What needs to be done during that time?


Make it easy for teams to engage

Organize fields logically

Remove unused fields

Limit required fields

Enable iAccess

Use Touch CRM

Provide resources for data management

Pre-populate scheduled meetings

Please submit a survey for this session via the

mobile app.

45

Learn More

Vision Blog

www.deltek.com/blog

Attend a live VPM, CRM or Resource

Planning/iAccess product demo

www.deltek.com/company/events/demos

Interact in Kona – CAC, iAccess Feedback

[email protected]

Visit the Vision CRM kiosk in the exhibit hall

http://www.deltek.com/blog

http://www.deltek.com/company/events/demos

mailto:[email protected]


My Contact Information

Megan Miller

Vision Product Marketing

[email protected]

571.612.6663

mailto:[email protected]

vi-100: make your business development count with deltek ...€¦ · 02/11/2016 · vi-100: make...

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