A software programme designed to help professional services organisations manage individual sales opportunities.

Why invest in opportunity management?

Whether an organisation concentrates on winning new business, or decides to develop its share of an existing client’s budget for professional services – the process of generating new work typically involves specific opportunities of the kind that have ‘an individual solution’ which potentially satisfies ‘an individual need’.

Whilst the dual responsibilities of winning new work and client service continue to make a timeless and contentious balancing act, some organisations have recognised the importance of business development and made significant progress by hiring experienced sales professionals. However, no matter how systematic and diligent members of the business development team are in collecting information, organisations still continue to lose opportunities and make unnecessary mistakes through lack of internal communication. For example, it has been known in practices with as few as ten partners to realise that more than one partner has been targeting the same buyer from the same organisation. Organisations also tend to have little or no visibility of live opportunities across the practice; they cannot estimate potential fee income to the nearest six digits; have little recognition of the organisations strengths and weaknesses in terms of sales effectiveness, and find it difficult to identify and reward the right people for developing new business.

How can we help?

BrightPipeline is a software tool designed to help manage individual opportunities from concept to proposal. It assists organisations with winning more opportunities by:
• processing opportunities through a simple pipeline which follows a proven sales process;
• allowing for individuals or entire networks to see business opportunities in progress;
• showing opportunities at individual partner level through to a firm-wide level;
• engendering a consistent approach to the way the organisation goes to market;
• producing management, financial and performance reward information; and
• instituting an appraisal system which helps identify strengths and weaknesses within the sales process.

How will you benefit?

Organisations that use an enabling tool such as BrightPipeline can automate the process of progressing opportunities. This allows business development teams that manage the manual administration to concentrate on more strategic and higher value aspects of the sales management process.

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