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To address issues in the proposal creation process, growing existing business, and developing highly qualified proposal desk team members, Wimmer Solutions was asked to help increase renewal rates, improve metrics, and increase proposal win rates for a major software client’s enterprise partner.
Wimmer Solutions assigned a proposal manager to set an overall strategy and management of proposal writing teams; to develop a methodology for streamlining and ensuring quality of stakeholder interviews; and to serve as a liaison between sales teams, internal client divisions, and proposal writers.
Our proposal management solution enabled execution of the proposal creation process with much greater accuracy, resulting in increased business value, a higher percentage of renewal and more submitted proposals.
A major software client’s enterprise partner organization was in need of a solution to address three major issues: consistent execution of the proposal creation process, growing existing business, and developing highly qualified proposal desk team members. Wimmer Solutions was engaged to help the division dramatically increase license renewal rates amongst its partners; improve its metrics as to on-time renewals; and increase net new and ‘add-on’ proposals to result in positive win rates.
Working with global stakeholders to ascertain requirements, Wimmer Solutions assigned a proposal manager to set an overall strategy for creation and dissemination of proposal templates to proposal writing teams; to develop a methodology for streamlining and ensuring quality of stakeholder interviews; to manage teams of proposal writers; and to serve as a liaison between sales teams, internal client divisions, and proposal writers.
The Wimmer team assumed responsibility for updating the sales pipeline, facilitating process and deliverable feedback through a streamlined communication process, and creating surveys, project plans, and documentation related to proposal team SLAs. Our resources used targeted stakeholder interviews to inform specific, customer-relevant lists of priorities, and qualified the business impact for each IT priority.
In order to achieve the above goals on schedule and in a quality manner, the Wimmer Team utilized the following technical skills:
Our proposal management solution accelerated the organization’s previous renewal lag by establishing a more robust but more efficient process to engage sales teams; by initiating contact with more advance timing, a more detailed agenda, and more targeted approach, we were able to execute the proposal creation process by the agreed-upon delivery date with much greater accuracy.
By generating enthusiasm among the sales teams to participate in the proposal creation process, we yielded greater customer-relevancy and increased business value in the final deliverable, resulting in more on-time renewals, a higher percentage of renewals, and more submitted proposals, a performance indicator linked by analysts to greater win rates.
Finally, the metrics Wimmer’s managed service tracks illuminate items such as revenue recapture, value statements, and quantified value to grow the company’s existing business. By developing highly-qualified proposal writers through intensive shadowing and peer review sessions, we enable proactive future support to the growing business.
