Deal Management
​Process Improvement

Streamlined deal management process with tools and models
​allowing client to focus on large and critical deals

Our Client

Too many leads were not adequately qualified resulting in resource overload and widespread process inefficiencies.  Process complexity limited attention to client value and reduced proposal quality.

Our Engagement

• Performed “as is” assessment of the deal management process to identify current people / process / technology practices​
• Analyzed historical deal data and created key performance indicator (KPI) metrics to measure deal aspects including:  “time to market”, resource utilization, pipeline mix, and deal complexity and sizes​
• Developed “to be” process including a resource & capacity model, roles and responsibilities, standardized solutions, a scoring template for deals going through approval process,  forecast model​
• Created training to teach users the new processes and associated tools ​

Our Results

• Significantly improved and streamlined the deal management process by enabling teams to evaluate and prioritize deals using a Qualification Checklist (scoring template), standard deal Resource Model, and reusable Costing Models​
• Enabled client to modify their deal management approach by transforming the organization from focusing on a large number of small deals to focusing on a few large deals with standardized delivery components
• The Model enabled the client to reduce deal management costs by significantly reducing staffing to be closer to benchmark costs