In a game-changing collaboration, Shipley joined forces with the UK leadership team of an IT company, sparking a revolution in their sales success. Through comprehensive training and guidance, Shipley empowered IT leaders to unleash their full potential and achieve unprecedented results. By adopting Shipley’s proven strategies and best practices, the UK IT leadership team harnessed the power of effective sales techniques and innovative approaches.
Snapshot / Overview
The UK leadership team of an IT services company faced the challenge of boosting revenues amid the post-Brexit and post-Covid-19 landscape. They recognised the need for innovative strategies and a unified approach to capture planning and proposals.
After partnering with Shipley, the organisation experienced successful wins in various sectors, achieving a quality score of 100% on some of the government bids. They achieved year-on-year revenue growth of 10% and surpassed a book-to-bill ratio of 100%.
Customer Intro
This IT company was established in 1976 and still stands as one of the world’s leading firms in IT and business consulting services. With a strong focus on insights and outcomes, they are dedicated to optimising the returns on your investments in IT and business endeavours.
Problem/Goal
The UK leadership team of an IT services company found themselves at a crucial juncture as the country transitioned into a new stage post Brexit and the Covid-19 pandemic. With these significant events impacting the economy, the team recognised the need to proactively boost their revenues. They understood that traditional business models and strategies might no longer be sufficient to achieve their goals. As a result, they embarked on a comprehensive analysis of their current offerings and market opportunities. They brainstormed innovative solutions, such as diversifying their service portfolio, targeting new industries, and taking a new approach towards handling RFPs and proactive proposals. With a clear focus on growth and adaptability, the leadership team prepared to navigate the challenges and seize the emerging opportunities in the evolving UK market.
THE CHALLENGE:
In the given scenario, the UK leadership team of an IT services company recognised the critical importance of improving the quality of their proposals and pre-request for proposal (RFP) engagements with prospects. They understood that to grow revenues they needed to differentiate themselves from competitors and demonstrate their value proposition effectively.
The team realised that traditional approaches might not suffice in this new stage. They acknowledged the need to elevate their proposals and engage with prospects in a more compelling and impactful manner. This involved thoroughly understanding the prospects’ needs and pain points, tailoring proposals to address specific challenges, and highlighting their unique strengths and capabilities.
The leadership team aimed to create a compelling narrative that showcased how their IT services could contribute to the prospects’ growth and success. They focused on enhancing the quality of their proposals by incorporating persuasive messaging, clear value propositions, and compelling case studies that demonstrated their track record of delivering results.
Recognising the significance of pre-RFP engagements, the team emphasised building strong relationships with prospects before the formal RFP process began. This involved proactive outreach, engaging in strategic discussions, and providing thought leadership through webinars, whitepapers, or industry events. By establishing credibility and trust early on, they aimed to position themselves as trusted advisors and increase their chances of securing new business opportunities.
Shipley’s Solution
Shipley conducted a comprehensive proposal development/capture planning training program in the UK and Australia in 2022-2023. We trained a total of over 400 individuals through a series of two-day workshops focused on Capture Planning and Proposal Strategy.
These workshops were designed to equip participants with the necessary skills and knowledge to excel in the proposal development process. The training covered various aspects, including capture planning, which involves identifying and understanding potential opportunities, as well as developing strategies to win new business.
The workshops also focused on proposal strategy, teaching participants how to develop a compelling and persuasive proposal that effectively communicates their value proposition. This included techniques for structuring proposals, crafting persuasive messaging, and incorporating case studies and evidence of past success.
By training over 400 people, Shipley aimed to enhance the capabilities of individuals involved in proposal development across different organisations. The workshops provided a platform for participants to learn industry best practices, exchange insights, and gain practical tools to improve their proposal development skills.
In addition to the training program mentioned earlier, Shipley conducted special-topic workshops on a quarterly basis during the UK Operations meetings of the top 100 leaders. These workshops served as a reinforcement of the learning from the initial training sessions and aimed to deepen the understanding and adoption of best practices in proposal development and capture planning.
These special-topic workshops focused on specific areas of interest or emerging trends within the industry. By addressing these topics, Shipley aimed to provide ongoing professional development opportunities for the top leaders in the organisation, ensuring they stayed updated with the latest techniques and strategies.
Furthermore, Shipley Consultants also provided live-bid coaching to support the leaders during the actual bidding process. This coaching involved working closely with the leaders to provide guidance, feedback, and expertise as they prepared and submitted proposals. The goal was to ensure that the leaders had the necessary support and expertise throughout the bidding process to increase their chances of success.
The combination of special-topic workshops and live-bid coaching created a comprehensive and continuous learning environment for the top leaders in the organisation. It reinforced the initial training, provided ongoing support, and facilitated the adoption of best practices in proposal development and capture planning.
Results & Benefits
The implementation of Shipley’s training program and the adoption of a single consistent approach to capture and proposals had a profound impact on the organisation.
The harmonisation of processes and methodologies in both the UK and Australia allowed for streamlined operations and a unified strategy across regions. This led to notable successes in securing contracts across various sectors, including central government, defense, financial services, utilities, and other industries.
The organisation’s commitment to excellence in proposal development was reflected in achieving a perfect quality score on some government bids, showcasing their ability to consistently deliver high-quality and tailored proposals.
Moreover, the company experienced remarkable year-on-year revenue growth of 10%, indicating a strong market presence and increased business opportunities.
The impressive book-to-bill ratio, surpassing 100%, further underscored the organisation’s ability to secure more contracts than they could fulfill, demonstrating their strength in winning new business and driving growth. Overall, the combined impact of a standardised approach, successful wins in diverse sectors, exceptional quality scores, robust revenue growth, and a healthy book-to-bill ratio highlighted the effectiveness of Shipley’s training and the organisation’s ability to excel in proposal development, positioning them as a leader in their industry.
Conclusion
Are you seeking to replicate the incredible results achieved by our clients in the UK and Australia? Discover how Shipley’s proven expertise can empower your organisation to excel in capture planning and proposal development, just as we did for the IT services company in our recent case study.