Client Optics

ACTIONABLE INSIGHT FROM STRUCTURED CLIENT FEEDBACK

We help Professional, Business and IT Services organisations by gaining insight from their clients that can be actioned to implement lasting change for competitive advantage.

Services

Client Acquisition

Structured and targeted interviews and data gathering to support new client growth strategies.

Pursuit Support

Development of sales team capability and extensive strategic and tactical support of specific pursuits.

Account Reviews

Reviews of existing accounts on a regular basis to ensure ongoing corrective action can be taken rather than react to an event such as a competitive contract renewal.

Win/Loss Reviews

Interviews and data gathering to gain insight into the mechanics of the bid from an internal (yours) and external (your client’s) perspectives.

"Success has many fathers.
Failure is an orphan."

Value Proposition

INDEPENDENT - Pure feedback, unswayed by vested interests, politics or personalities
COMPLEMENTARY - Augments, doesn't replace, your relationship with your client
SECURE - Information is stored and shared securely, ensuring your sensitive information remains confidential
DEDICATED - We will serve only one organisation in each specific market segment
ACTIONABLE -Feedback is analysed and practical recommendations are presented
STRUCTURED - Information is collated and categorised, allowing threads to be found
THOROUGH - Deep diving interviews, information is validated from multiple sources
LASTING - Ensure agreed recommendations are implemented for lasting change

"What gets measured gets managed"

Methodology

Our unique methodology, "SPECTRUM", is used as the underlying structure for collecting, collating and analysing client feedback.

SPECTRUM uses eight Elements that historically correlate closely with a win/loss outcome.

In pursuits, opportunity owners apply a rating based on the status of each of these Elements and SPECTRUM will provide both current win odds and corrective action to improve chances.

The algorithm can be applied to a subset of historical deals (for example, the model may observe that Risk has played a heavier role in determining Public Sector outcomes), ensuring the accuracy is retained in different circumstances.

Model Prediction Accuracy

Referencing a database of many bids, both successful and unsuccessful, the SPECTRUM model uses an algorithm to accurately predict likely outcomes of future pursuits. This supports deal qualification and identifies targetted corrective action across the Elements to to tangibly improve success rates.
As more deals are added, the accuracy improves. The current overall accuracy is shown below:

92%

Correctly predicting a win

Correctly predicting a loss

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