Winning Business Takes Time and Resources Make It Easier

Leif Kjetil Skjæveland

THE EYE TRACKING MACHINE

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Reading Paths – Eye Tracking

Source: Per Henning Uppstad, associate professor (PhD), UiS)

EVALUATION BY INTUITION The ”10 000 hour” rule (Ericsson et al, 1991)

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Write for the expert reader

• They make an overview and summarize a text from a limited set of markers

• They evaluate by intuition

I WASN’T SCARED, BUT I WAS UP THERE LOOKING AROUND, AND SUDDENLY I REALIZED I WAS SITTING ON TOP OF A ROCKET. BUILT BY THE LOWEST BIDDER.

Wally Schirra about his thoughts as the clock ticked down to zero

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Attention is limited

• Everything that is highlighted attracts attention – Key text – Headings – Introductions – Summaries

• Rethorical iteration

– say what you are going to say – say it – say what you have said

The difference between Word and Porter

1 Europe 1.1 UK 1.1.1 London -------------------- 2. Asia 2.1 Malaysia 2.1.1. Kuala Lumpur 2.2 Japan 2.2.1 Tokyo 2.2.2 Kobe

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Word: 2 files Porter: 9 individual sections

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Traditional Document Creation Process

Time Team Meeting

Create Graphics

Compile Document

Approve Publish

Deadline

Create Content

Visibility Gap Review and Update

Time Pressure

Deadline

Approve Write Review

Approve Write Review

Approve Write Review

Automatic Compilation Publish

Complete Visibility

Time Saving

Creating Documents in XaitPorter

User Surveys

• Produced 30% more bids with the same staff • Aker Solution; 20,000 employees, $8 billion in revenue

• Reduced “proposal time” with 10-40% – “Sales and Marketing people has more time to manage their

opportunity pipeline and sales strategies to increase their chances of winning more work and at a better price.”

– “We can plan and monitor the proposal as it builds rather than finding out at the last minute it lacks key information.

– It also provides the ability to collaborate on a document rather than passing around a number of versions of word documents that then need to be compiled.”

• Company NN; 100,000+ employees, $27 billion in revenue

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Integrated Workflow

Reviewers Readers

Approvers Writers

Implementation plan

• Xait can host for you • 2 days of training

Leif Kjetil Skjæveland Partner LKS@xaitporter.com +47 907 68 952