Frequently Asked Questions
Q. What makes PLANtoWIN™ unique?
A. Many reasons, but perhaps the two most significant
are: Firstly, it is not internally oriented but focused on external organisations
and the way they make decisions that effect you. Secondly, it is designed
for cross-functional teams so that it can have a dramatic effect on the
whole business. An advanced methodology is used that brings real insights
to the question of how can we best influence these external decisions
and this is powerful enough to change the way individuals and teams work
so that you may achieve stunning results.
Q. Yes but, does it work in different cultures?
A. PLANtoWIN™ works equally well across industries,
organisations, countries, cultures and market situations. It is important
to respect and understand the culture, just as one must understand the
nature of the key individuals involved. However, the underlying model
and analytical principles are applicable everywhere.
Q. Isn’t PLANtoWIN™ suitable only
for very large organisations?
A. No. PLANtoWIN™ Lite was introduced as a simpler
version for independent leaders & small teams for everyday use in
every business. We found that the clear and powerful principles of PLANtoWIN™
and the simple software enable it to be applied creatively by individuals
or small teams for important business wins valued in tens of thousands
of pounds. As soon as teams have learned the process they become quick
and slick at pursuing it.
Q. How does PLANtoWIN™ fit with other
methodologies for winning business?
A. To improve business success some companies focus on
getting and motivating the right people, others aim to improve culture
and attitudes. These approaches may contribute to the solution but often
build sales that are over-dependant on key individuals, and that are not
sustainable.
The Power of PLANtoWIN™ is that it starts first with a powerful
integrative process that focuses on achieving real business wins now,
with a path to develop organisational capability for the future. By aligning
Process, People and Culture, much bigger and more long lasting results
are gained with greater control over the future business position.
Q. What is PLANtoWIN™ going to show us
that we don't already know within the company?
A. Feedback from our clients continuously demonstrates
the new insights that they gain. Interestingly, it is often those who
are most knowledgeable and experienced that see the greatest value and
become most enthusiastic. All our clients always get a much clearer view
of what must be done to win.
Q. Why do I need PLANtoWIN™ if I already
have a CRM system?
A. CRM systems are useful support tools but will not themselves
produce winning strategies that can (and will) be followed to win significant
business. PLANtoWIN™ provides a means to apply intelligence to the
data and, more importantly, to inform the CRM system of the data that
is most worthwhile to collect.
PLANtoWIN™ is a management process that enables powerful analysis,
strategy formulation, action planning, and implementation of winning strategies.
It helps win-teams to deal effectively and creatively with customer dynamics,
win new business and gain stronger positions with customers.
Q. Is PLANtoWIN™ useful for companies
dealing with thousands of relatively small customers (e.g. in FMCG)?
A. PLANtoWIN™ is not designed for dealing with
relatively small decisions made by thousands of customers. However, in
most cases there will be some large organisations that are critical to
the value-chain, such as distributors or dealers. PLANtoWIN™ can
be used to have a dramatic effect on these critical business relationships
and build strategic capability.
Q. What is the payback on an investment
in PLANtoWIN™?
A. As PLANtoWIN™ is focused to achieve high value
business wins, the extra value achieved after the first big win is many
many times greater than the cost. Historically the average sales achieved
by the win have been 2000 time greater than our fees. But the benefits
do not stop there. PLANtoWIN™ facilitates a new flow of improved
business wins as well as a developing organisational capability for ongoing
and increasing success. Look at the value of trebling your win-rates or
managing to win new business that is today beyond your reach.
Q. We're far too busy to spend
days in workshops- can't it all be done in a day?
A. Before PLANtoWIN™ our clients wasted a lot of
time and money by lack of clear co-ordinated strategies that are broken
down into goal directed actions that really do get done and achieve the
results. The time spent in workshops is a short time to achieve a win
strategy and get on track with a process that brings a stream of business
successes and is able to transform the business position. - An opportunity
to become more strategic and proactive and to take control of the future
business position.
Q.What sort of results
do you get? How often do your clients achieve a Win?
A. A recent assessment of our performance when using
The PLANtoWIN™ Process with our clients has shown that on average
it resulted in the winning of the contract three times as often as losing
- a tremendous average win ratio of 3:1 particularly when you consider
the testing nature of the starting positions in the business situations
concerned.
Q.Is it true that you
work on a No-Win No-Fee basis?
A. Yes. For a long time we have been working on a Risk
& Revenue sharing basis where we share some of your risks by taking
reduced up front fees and then share in the reward when the business is
won. Now, because of our reliable results, we have gone beyond this and,
with acceptable projects, we actually work on a No-Win No-Fee basis –
a real Win-Win partnership. See our News section
for more information.
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