Category: Growth Execution
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TIC sales pipeline management becomes more important as an organization enters new markets. More contacts and enquiries can create activity without improving the quality of opportunities. The practical challenge is deciding where commercial and technical teams should spend their time. Define Stages by Evidence An opportunity should move forward because something has changed: the requirement…
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Strategic partnerships in TIC work best when they connect complementary capabilities with a defined customer need. A large contact network is useful, but a partnership needs an operating model before it can support dependable commercial development. Understand the Complementarity Identify what each organization contributes. One provider may have a specialist capability, another a customer relationship…