Taking your time to think, review and plan at the beginning of the year or quarter is vital for success.
When completing your plan we are looking at 4 areas, remember the first two do not require sales effort.
1. Contracted & assured: What have we won? What is guaranteed?
2. Contracted but in jeopardy: Do we have any potential risks?
3. New business identified: What do we know, our current pipeline? (Make sure you are using a clean pipeline!)
4. New business not yet identified: What is the GAP? What pipeline do we need to fill that gap and how are we going to do this?
How to establish your gap
This example will show you how to establish your gap. Once we have established we need to think of the strategies you will use to fill that gap.
Contracted but in jeopardy
In credit Checking (50% Risk)
Project Dependent (50% Risk)
Uncertain run rate (50% Risk)
New business not yet identified
Value of GAP we desire to close
Once you have identified your GAP, we need to plan how we are going to fill this.
THINK: this box is what my pipeline is going to look like in 2-6 months time!
To eliminate this gap we are identifying what strategies we are going to execute on
FORMULA – £85k (maintain) – £15k (defend) + £136k (post Ansoff pipeline) = £206k
£270k (target)-£206k = GAP £64k
Remember we can’t just find £64k of pipeline, because we do not win every opportunity, depending on the Ansoff persona you are selling to will determine the coverage you require (Example EC/EP 1:2 ration we need to find £128k
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