Of crucial importance on top of all this is to ensure the visibility at board level of the opportunity pipeline that will fill the order book in coming months and years. It is of extreme importance that the current reporting provides the board with confidence and certainty that all your win work activities feeding the opportunity pipeline are being effectively actioned now, not finding out in 3 months’ time that BD pursuit slipped due to individuals “current project commitments”.
No amount of hard work by staff will lead to any real improvement if these basic business development elements are lacking and senior leadership’s commitment is not there.
Hopefully all this has started you thinking about your own win work objectives and activities. But I advise against leaving it as just thoughts. Please try to implement the necessary changes to your work winning teams behaviours and processes before it’s too late!
Culture change is the key and using external consultants like ourselves can make it much easier, very cost effective and incredibly faster to unlock your work winning potential.