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Improve win rates
Win more of the right business
Concise Opportunity Plans
COP improves win rates, minimises slipped order dates, unexpected losses and pursuing prospects who are unlikely to buy. It covers the essential aspects of a Business to Business sales campaign without being over-engineered. It is easy to complete and easy to read.
Our approach is jargon free. Anyone with sales experience will recognise the concepts without having to undergo specialist training to understand proprietary jargon.
The template supports the major decision points: whether to pursue the opportunity and whether to submit a proposal. The core of the process is a 360° review to highlight the strengths and weaknesses of your campaign:
- “Is it real?” after initial qualification is there really an opportunity and should you invest in pursuit?
- “Is it suitable?” are your capabilities a good match for the client’s requirements and are they strong enough against the competition?
- “Is it winnable?” the client has a requirement and will spend, but in the client’s eyes are you good enough?
- “Is it worth it?” is this opportunity sufficiently attractive in terms of risk and return on investment?
The layout is ergonomic – to make it easier to plan your
sales campaign and to make it easier to review.
“A practical, thorough and
no-nonsense approach to
sales planning.”
Professor Adrian Payne,
Cranfield School of Management.
