Sales Pipeline Support – The Upper Quartile

Pipeline Health Check

The most prized service The Upper Quartile (UQ) deliver is within the arena of prospect and existing customer contract health checks. The interrogation of the pipeline, from an external perspective, delivers both a qualitative and quantitative output to support or question the relevant growth strategy to be undertaken.

UQ have developed, and continue to invest in, a robust process to help evaluate the statistical, personal and professional probability for success for our customers. This relates to tenders, submissions and since 2018 within the retention of existing accounts.

Within 2019, UQ have been in the privileged position to work with a range of companies from multiple sectors, on a growing number of contracts and reports within the scope of Sales Pipeline Support.

UQ are proud to have played our part in the successful securing of greater than £100m of new business for our customers. In addition, UQ have helped secure contracts with a combined estimated revenue of in excess of £150million.

Report types Commissioned 2020

Want to learn more?

New Tender Win / Retain Strategy

Since creation in 2017, the intelligence gathered within this report has helped shaped both winning bids and successful retention strategies. A rigorous range of research interviews and customer insights help allow for a clear understanding of the strengths and development areas for any bid team.

Comparison views of the incumbent supplier, the view of the UQ customer in terms of reputation and innovation from the end user all adds value into the bidding process.

The addition of contact network mapping has also added a depth to the insight that helps ensure resources are allocated to appropriate opportunities.

Overt In-house surveys and more covert review research interviews form part of the feedback to ensure the voice of the customer speaks clearly and confidently through the report.

Within 2019-2020, UQ have been commissioned to deliver greater than 100 such reports. This has led to exclusivity being offered and secured within certain sectors.

Apologies to those companies if we already working for the competition!!

Bid-No Bid Intelligence Reports:

UQ have developed and delivered more than 50 Bid -No Bid insights and Intelligence reports that are specifically created to deliver an output that supports the next steps within tender and bidding processes. The scope and reach of each report is bespoke to each customer. However, when applied across a sector of interest this insight delivers remarkable support.

A dashboard is produced that highlights aligned and non-aligned areas, a weighted scoring mechanism then calculates an output upon which decisions around the investment of resources, time and internal confidence can be made.

The purpose being to ensure that the correct level of investment in resource, management time and governance is apportioned to the most appropriate opportunity.

One UK customer alone, has confirmed the UQ report and insight has saved in the region on £3m as pipeline clarity had always been an issue.

A proactive approach to winning the bids where the alignment is closest has delivered bid win rations of 1:4 from a 2018 level of 1:9.

Within 2020, UQ have built a process that enables feedback and insights to be gained that allow for clear and concise strategies for growth to be formed.

From a range of research interviews and discussions, based on the Nett Promoter Score methodology, UQ can give a clear indication of the areas of strength or development companies require to aligned to either winning or retaining contracts.

The extensive research phase compares the performance of the UQ customer against 4 or 5 rival bidders along with the incumbent supplier, within bespoke major categories of interest.

Growth Through Intelligence

More