Our Value & Growth Initiative

Best Practice Component: Our Value & Growth Initiative

Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

My Score

(0 - 3)

Can I show tangible evidence?

Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

1

My Identified Growth Opportunities and The Business Case

For the current business I must retain and for those specific measured growth opportunities I have already identified, I have prepared a clear business case for each based on my knowledge of the business unit and senior managers' objectives, KPIs and plans to show exactly how the KA is better off financially and/or commercially with my recommendation.

My Score

(0 - 3)

Can I show tangible evidence?

2

My Value Proposition for The KA

Based upon my knowledge of the KA corporate strategy and objectives, the subsequent KA Business Unit objectives and plans and my understanding of our strengths, I have defined our overall value proposition to the KA - in other words I have defined why the KA will prefer to do business with us and why it should be in the KA's interests to prefer us as a supplier.

My Score

(0 - 3)

Can I show tangible evidence?

3

New Value Identifying Initiatives

To bridge the gap between the growth business I can already 'see' and my growth target and to identify value opportunities with the KA which will support the KA's own objectives, I have identified and agreed one or more Value Identifying Initiatives internally and with the KA.

My Score

(0 - 3)

Can I show tangible evidence?

4

New Value Initiatives Development & Plan

I have developed the Value Identifying Initiatives into a formal joint business development process and plan involving joint multi-disciplinary teams . I have a formal joint plan, agreed at senior level, which defines the mutual gains/value expected by both sides, the way the value/gains will be divided, the KPIs and the action required from both sides. I have regular progress updates.

My Score

(0 - 3)

Can I show tangible evidence?

5

My Competitive Position

I have clarity about the solutions provided by our main competitors in order that I can be confident that my value solution and business cases do really demonstrate that the KA is financially and/or commercially better off with my recommendations and plans.

My Score

(0 - 3)

Can I show tangible evidence?

6

Identification of Value Creating Learning

It is likely that the learning from my Joint Value Initiatives will have applications with other KA and I have summarised and communicate this learning to colleagues.

My Score

(0 - 3)

Can I show tangible evidence?

7

Implications

I have identified the most important implications of this summary for me and my business.

My Score

(0 - 3)

Can I show tangible evidence?

8

Questions Raised and Additional Information Required

I have identified the information I should gain and the questions I should address and have determined what I should do next.

My Score

(0 - 3)

Can I show tangible evidence?

Total

0

Total percentage (%)

0%

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