Keys to Success

There are two goals to focus on when it comes to ensuring a strong revenue stream and growing your business.

The first is to win new business, and the second is to have profitable projects for existing clients.

Winning new business requires so much more than just having a solution that provides you with the right information. It is essential that you monitor client performance as well as your pipeline.

The following steps are essential when it comes to getting control of information related to growing your business.

Area	What To Do
Ensure client performance insights	Ensure that you have full visibility of clients and client segments to understand which segments are most profitable.
Capture sales opportunities	Ensure that you capture all leads in a structured way and can follow them through the sales funnel.
Control sales pipeline	Get complete visibility of your sales pipeline and know where the opportunities are in the process. Use pipeline as a follow-up tool and measurement for sales peoples’ performance.
Ensure ability to deliver	Migrate your pipeline into your resource planning to ensure that you have available resources to deliver when projects are signed.
Bridge from sales to execution	Prevent scope creep during delivery by creating estimates on opportunities as the foundation for the project manager’s baseline budget. This will enable you to reduce any loss from sales to execution.