1. How to Build £1 Bn Revenue Pipeline in 28 days?

2. How to Build £1 Bn Revenue Pipeline in 28 days?
Baskar Sundaram
22nd October 2015

3. Pipeline – Journey Introduction Growth Blocks Common Pitfalls Recap 12
Common Pitfalls 3
Recap 4

4. Pipeline – Where does it fit?TM
Circular Growth Framework
Bid Pipeline is the first step towards your growth journey
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5. Bid Pipeline is a list of opportunities
Pipeline – What is it?
“Bid pipeline is a process of identifying and classifying the business opportunities based on company’s capabilities”
Visual
Existing customers
Potential customers
New opportunities
Rebid opportunities
Acquisition targets
Speaker Notes:
1. New products
Bid Pipeline is a list of opportunities
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6. Components for structuring the pipeline
Pipeline – What is it?
Components for structuring the pipeline
Name
Opportunity
Customer
Incumbent/ Supplier
Bid Lead
Dates
Publish
Submission
Award
Start
End
Size
TCV
ACV
Weighted bid value
Probability
PGo
PWin
PHappen
Other broader parameters
Business Unit / Division
Geography
Bid Stage
and many more......
Pipeline is the structured list of opportunities
Tip : Choose the components based on your organisation’s requirements
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7. Pipeline – How to capture the information?
MS Excel
Paid CRM tools
and many more......
Excel or CRM – Choice is yours
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8. Pipeline Metrics – Why to measure?
Guide
Track
Manage
What to measure?
BD Operations
BD Processes
BD Projects
Strategic bids
Large core growth bids
Incremental growth bids
Organisation
Team
Individual
To determine performance and behaviour
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9. Pipeline Metrics – How to measure?
Metric choice should enable:
Popular Pipeline Metrics
After Bidding
During Bidding
Total opportunities
Total value
No. of opportunities per bid stage
Value of opportunities per bid stage
Weighted bid value per bid stage
Status of top opportunities
No. of opportunities won & lost
Value of opportunities won & lost
Win rate
Capture ratio
Revenue gap
Growth
Predict & sustain results
Metrics – Choice is yours as long as there is a clear approach and periodic review mechanism in place
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10. Pipeline – Journey Contents Introduction Growth Blocks Common Pitfalls1
Growth Blocks 2
Contents
Common Pitfalls 3
Recap 4

11. Growth factors Factors that enable organisation’s growth
Resources
Values
Capabilities
Vision
Strategy
What are your growth factors?
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12. How much of your growth is coming from R or N or A?
Growth block – Formula
Rebid
(Contracts awarded in the past)
New Business
(Services
outsourced
for the
first time)
Acquisition
(Company, Contract, Capability)
TARGET GROWTH G R N A = +
Rebid
New Business
Acquisition
How much of your growth is coming from R or N or A?
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13. Growth blocks – Implementation
Do you know your target growth?
Target Growth
Target Growth
Block 5
Acquisition
(A)
Target Growth
Block 4
Market shaping / Opportunity creation
(N3)
Target Growth
Block 3
Sub-contracting / Partnership opportunities
(N2)
Target Growth
Block 2
Greenfield opportunities
(N1)
Enforcement Agency example
Block 1
RebidA opportunities
(R)
Which block generates faster growth? Why?
Which block(s) generate disciplined growth? Why?
Notes:
A. “Rebid” means opportunities re-tendered (held by you or competition)
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14. Growth impact What is the impact of growth on your organisation?
Profitability
Cash
Organisation Function
Growth Factors
(values, vision, capability, resources & strategy)
What is the impact of growth on your organisation?
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15. Build £1 Bn pipeline in 28 days – Using growth blocks
Assumptions?
Block 1
Block 2
Block 3
Block 4
Block 5
Rebid (R)
Greenfield (N1)
Partnership (N2)
Market Shaping (N3)
Acquisition (A)
Speaker Notes:
Assumptions
Existing capabilities
Current pipeline
Optimum Time
5 days
4 days+
7 days
6 days+
6 days
Owner
Account Management
Business Development
Strategy
Decision maker(s)
Senior Leadership
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16. Building growth blocks 1 (R), 2 (N1) & 3 (N2)
Block 1 (R)
Rebid (Prime)
Block 2 (N1)
Greenfield (Prime)
Block 3 (N2)
Sub-contracting / partnership
Contracts won
Contract lost
Contracts awarded in last 3-5 years
New projects
Upcoming projects
Relevant prime contractors & partners
Joint bids
Three factors to be discussed
Capability
Delivery
Relevance
Free
Selected Sources
Contract Finder
Paid
Many more.....
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17. Building growth block 4 (N3)
Market Shaping
Identify the organisations / departments looking to outsource
Shape opportunities before they hit the market
Three factors to be discussed
Capability
Delivery
Relevance
Sources
Summer Budget 2015
Other Departments......
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18. Building growth block 5 (A)
Acquisition
Identify target companies that complement existing offerings / new products
Acquire entire organisation, business unit, capability or contract
Three factors to be discussed
Capability
Delivery
Relevance
Sources
Many more.....
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19. Case study: Developing a pipeline for FM service provider (1/2)
Leading Facilities Management (FM) service provider contacted us to develop a bid pipeline to achieve its growth targets
TFM services
Referenceability
Active contracts worth >£50 M
England region
Considerations
Steps
Rebid (R)
New Business (N)
Acquisition (A)
Sources
TED & others
InfraPPP, Capital IQ, i-FM, FM World & others
Capital IQ, Thomson One & Others
Activities
Bids won
Bids lost
Active relevant contracts worth >£50 M awarded in England
Facilities under construction
Facilities under extension
Upcoming PPP opportunities
Prime contractors
Facilities/ departments facing FM issues
FM service providers with financial or other issues
Companies planning to divest FM business
Companies facing issues in FM contracts
Target Growth (G)
Pipeline of Opportunities
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20. Case study: Developing a pipeline for FM service provider (2/2)
Block
Opportunity
Customer
Award Year
Incumbent
TCV (£M)
ACV (£M)
Rev. Start Year
Bid Stage
Bid Lead
PGo (%)
PWin (%)
Weighted Value (£M)
1 (R)
Catering
Dept. of Health
Jan 2013
ISS 80 20
Feb 2017 1
Chris
50%
10% 4
IFM
Dept. of Education
Feb 2011
Serco
100
Mar 2016 3
Natalie
100% 50
2 (N1)
Soft FM
Under Construction NA
c.200
c.20
Q4 2017
Simon
80% 16
3 (N2)
Security
Sub-contract
c.50
c.10
2018
Leila
30% 12
4 (N3)
NHS Hospital
Market shaping
c.150
c.30
2017 2
Gordon
(BD) 23
5 (A)
Hard FM
HFM Ltd.
Acquisition target
(revenue)
2016
James
(Strategy) 25
Many more.....
Weighted Value = (TCV x PGo%) x PWin%
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21. Pipeline – Journey Content Introduction Growth Blocks Common Pitfalls1
Growth Blocks 2
Content
Common Pitfalls 3
Recap 4

22. Pipeline – Common pitfalls to avoid
Using pipeline as a static tool
Using limited or no metrics
Using pipeline to capture only new business opportunities
No defined approach to track the entire growth journey
Pipeline is not confidential as you think!
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23. Pipeline – Journey Introduction Growth Blocks Common Pitfalls Recap 12
Common Pitfalls 3
Recap 4

24. Pipeline – Recap Definition
Pipeline is a structured list of opportunities
Capture & Metrics
Use the right capture tools and metrics to measure the performance and behaviour
Growth Factors
Identify the factors that enable your organisation's growth
Growth Block Formula
Rebid (R) + New Opportunities (N1, N2, N3) + Acquisition (A) = Target Growth (G)
Disciplined Growth
Build growth blocks based on your growth factors
Common Pitfalls
To be aware of and avoid the common pitfalls
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25. Thank you
Questions?