Posted by Jon
I’ve taken to teasing groups on courses or in my conference presentations lately on the topic of qualification.
“Do you have a qualification process in place?” I ask.
?Invariably, hands go up around the room from everyone present.
I’ve taken to teasing groups on courses or in my conference presentations lately on the topic of qualification.
“Do you have a qualification process in place?” I ask.
?Invariably, hands go up around the room from everyone present.
“Then I’m delighted to hear that none of you ever finds yourself working on a deal when you’re not fully confident you’re going to win.”
Needless to say, that isn’t actually the case for the participants – and, as I say, that means that they in effect have a talking shop rather than a qualification process.
This was drummed home when Graham Ablett, co-presenting “Fifty Shades of Great” with me at the UK APMP conference last week, asked for a show of hands as to which attendees in the room had a truly robust and effective qualification process in place. From the hundred or so people, just five people did. And when he asked who had a process but felt it was less than effective, the forest of hands was scary to behold.
?
It’s the starting point for a good proposal process, folks. Maybe some of us need to fight a little harder to get it working…
Needless to say, that isn’t actually the case for the participants – and, as I say, that means that they in effect have a talking shop rather than a qualification process.
This was drummed home when Graham Ablett, co-presenting “Fifty Shades of Great” with me at the UK APMP conference last week, asked for a show of hands as to which attendees in the room had a truly robust and effective qualification process in place. From the hundred or so people, just five people did. And when he asked who had a process but felt it was less than effective, the forest of hands was scary to behold.
?
It’s the starting point for a good proposal process, folks. Maybe some of us need to fight a little harder to get it working…
RSS Feed
