Improving Sales Effectiveness and Capture Management
3SDL supports the Ministry of Defence in the procurement of highly complex systems. In order to meet their ambitious growth targets they needed to substantially improve their sales effectiveness and capture management.
Harmonic had already worked with 3SDL supporting them in winning more business. The company asked Harmonic to conduct an audit which established that 3SDL suffered from a lack of robustness in their approach identifying and pursuing opportunities.
Working across the full range of business winning activities Harmonic provided:
- A sales and capture management solution tailored to suit the client’s corporate culture. The solution applied best practice to better identify, qualify and prioritise opportunities, ensuring only those that 3SDL had a strong possibility of winning were invested in and pursued
- A one-day Sales Conference attended by the whole company to introduce the new capture management tools and processes. The day also looked to develop consistent messages to ‘sell’ 3SDL’s capabilities and methods for improving their customer intimacy
- Support to a number of win strategy workshops during this period, the aim being to establish the capture and/or bid strategy or otherwise recommend a bid/no bid decision
- Specialist support in developing specific bids, ensuring that the win probability was maximised
- Support to the 3SDL board to get the business structured to best support sales and capture activities