SALES PIPELINE DEVELOPMENT
Create a sales pipeline to monitor potential future work
A good business development programme will have a “sales pipeline” or a record of leads and enquiries. The very process of putting a list that is reviewed on a regular basis will:
- Give you a better understanding of what workload may be coming into the business
- Help you direct your limited resources to convert enquiries and leads
- Indicate who in your team is generating the opportunities and what activities give the best results
We are able to advise on how to set up a leads and enquiry pipeline and how to use it to trigger activity to help convert opportunities to profitable business.
Track your opportunities
By reviewing the pipeline you are able to direct your limited resources to maintain valuable contact with potential and existing clients. Also by building the client relationship you will be better placed to gather vital intelligence in respect of new projects. This will enable you to
- Prepare your team in advance of the release of invitation to tender, pre-qualifications and tenders. This would give you a competitive advantage.
- Influence the content of the tender documentation to suit your working methods and experience
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We found your approach to pipeline development most useful in formulating our strategy to proactively secure international projects. Director, major global design consultancy |