“Winning contracts with confidence”
A selection of animated slides introducing
PLANtoWIN™
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
The PLANtoWIN Group
Helping Organisations Win Better Business

International management consultancy - helping companies Win
- large accounts, major business, strong market positions.

WIN

Developed PLANtoWIN™, a unique proven
PROCESS for managing Customer Decisions
and creating Win-Win.
Challenging conventional B2B marketing practice using this process with clients to guide, enable,
control, and increase their probability of winning.
75% Average Win-Ratio
75%

Taking Control
rather than
leaving to chance
When we facilitate PLANtoWIN
Team Action Programmes our
clients win 75% of the time.
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
Improving Strategic Business Development
What do you want to achieve?

Have the best chance of securing critical business

Achieve more ambitious targets

Increase win-rates and profitability

Increase control and reduce uncertainty

Develop more effective collaboration with customers

Take team-effectiveness and customer focus to a new level

Develop capabilities and work more strategically
PLANtoWIN™ helps organisations achieves these objectives.
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
3 Dimensions of Success for Winning business
Winning People
• Skills
• Experience
• Attitude
Winning Process
•
•
•
•
Capabilities
for
Success
Robust route-map
Clear Standards
Technical excellence
User-friendly & Insightful
Winning Culture
“Best Practice”
Business Development
•
•
•
•
Customer focus
Effective Team-working
Goal orientation
Responsibility, Creativity etc.
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
When is PLANtoWIN™ used?
For influencing organisations making Complex Decisions.
Complex Decisions are characterised by:


Relatively large and important decisions,
often with a high monetary value.
Multiple people involved in
making the decision,
fulfilling different roles.


A decision-making process
which is complicated and
may take a long time.
Other complexities (e.g. political,
geographic, technical, etc) which
increase the number of issues.
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
B2B development – Generating & Winning business
“Best Practice”
Typical Practice
 Rarely use marketing tools
 Pragmatic application of marketing theory
 Have procedures, but no “process"
 A robust and creative end-to-end Process
 Little objective analysis
 Structured and insightful analysis
 Reactive to internal events
 Proactive with external / Customer focus
 Organisational commitment difficult
 Gain Management support & internal alignment
 Driven by internal needs / perspectives
 External (customer) focus driving internal actions
 Don’t know key people, process, etc
 Learn what needs to be known and then discover
 Resource and buy-in problems
 Cross-functional team commitment to actions
 The same messages to all customers
 Targeted communications that have impact
 Much left to chance – unknowingly
 Understanding risks and controlling variables
 “Within the heads” of a few people
 Shared and documented living Plan
 Actions disconnected from strategy
 Actions achieve the strategy (a road map)
Variable and unreliable
Controlled and reliable
More wins, sustainable business,
improved profitability & strategic position.
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
PLANtoWIN™ a best-practice process
PLAN to WIN
Process
 Route map.
 Strategy &
Actions
 Creative
 Commitment
 Robust Stages
 Repeatable & Reliable
 Easy and effective
 Measurable / standards
 Focuses resources
 Achieve objectives
 Satisfy expectations
 Beat competition
 Get Success!
A “best-in-class” framework to implement business strategy and
action plans right through to winning conclusions –
time after time after……..!
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
Managing the customer interface
Customer:
Vision,
Strategy,
Objectives.
(Decisions)
The interface
Our:
People,
Resources,
Capabilities.
(behaviour)
PLANtoWIN™ - a proactive way to engage with customers




Focusing on key customer decisions
Rationalising and dynamically managing the interface
Orchestrating team-work to follow strategy and tactics
Making it effective and achieving objectives.
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
Introducing PLANtoWIN™ with a single project
Team Action Programme - “Learning while winning”
Workshops
Prepare
Analyse
Situation
Formulate
Strategy
Analysis & strategy formulation
• Team learning “on the job”
• Expert facilitation
• Cross-functional involvement
Review
Strategy
Monitor
Progress
WIN
Effective implementation
• Goal focused activity
• Alignment of energies
• Team control and communications
A Best Practice Process enabled by powerful Software
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
The IMPACT of PLANtoWIN™
Profitability




Strategic Position
More Wins
Higher value Wins
Productivity / lower cost
Timely Implementation




More Strategic Wins
Coordinated Strategic Plans
High Quality Strategies
Higher Win rates
SUSTAINED
GROWTH
Culture




Capabilities
Better Customer focus
More effective team-working
Learning while winning
Responsibility & Ownership

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
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© The PLANtoWIN Group Ltd
Optimised use of resources
Cost effective implementation
Seamless Competence
Practical leadership tool
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“Winning contracts with confidence”
What people say about PLANtoWIN
“Allows us to
effectively tackle
the really big
hairy projects”
“shows us what
we need to do to
Win”
“Massively
increases our
probability of
winning”
“Helps us make
time to be
strategic
together”
“Gave us an
enduring mindset
change”
“Lets us follow
ideas through to
actions and
achievement”
“Allows experts to
contribute to
customer plans”
“Builds the team,
partnership and
company culture”
“Gives leadership
a tool to make
real change”
“A best-practice,
structured, robust
process for
winning”
“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!”
“Unearths
important things
you didn’t know
were important”
© The PLANtoWIN Group Ltd
“Documents the
Plan and actions
for the team to
progress”
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“Winning contracts with confidence”
PLANtoWIN™ enhanced by Web based software
Innovative IT
avoids extra resources
or hassles
Guaranteed
Security 24/7 &
100% uptime
Web-based
system for worldwide
access
Easy to use
best-practice
B2B marketing
Effective
team-working of
extended teams
Advanced system
setting new standards
for B2B marketing
Performance
Management system
guides results
Very fast &
easy to use,
alone or together
Immediate visibility
of detailed PLANs
and progress
© The PLANtoWIN Group Ltd
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“Winning contracts with confidence”
Setting new standards for B2B development
75% Average
Win-Ratio
 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
The PLANtoWIN Group Ltd
Helping Organisations Win Better Business
Head Office / U.K.: +44 (0)121 445 6848
www.PLANtoWIN.net
Benelux / Germany: +49 (2822) 537112 [email protected]
[email protected]
Nordic / Denmark: +45 4673 3570 [email protected]
© The PLANtoWIN Group Ltd
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