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CAPTURING LARGE DEALS.  HOW TO TARGET LARGE DEALS AND CLOSE THEM. 

CAPTURING LARGE DEALS.  HOW TO TARGET LARGE DEALS AND CLOSE THEM. . Success story from Oman. GPS 2011 Slide - 1. TARGETING LARGE DEALS. Public Sector Middle East In the Middle East most large deals involve either one or more Government departments

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CAPTURING LARGE DEALS.  HOW TO TARGET LARGE DEALS AND CLOSE THEM. 

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  1. CAPTURING LARGE DEALS.  HOW TO TARGET LARGE DEALS AND CLOSE THEM.  Success story from Oman GPS 2011 Slide - 1

  2. TARGETING LARGE DEALS • Public Sector • Middle East • In the Middle East most large deals involve either one or more Government departments • Requests for proposals are produced by the respective Ministry and the scope of work outlined • Interested parties submit proposals to include detailed financials and these are binding • If successful you should be prepared to pay between 5 and 10 percent of the total cost of the project. • Risks • Investment of time • Financial investment • Planning and resources GPS 2011 Slide - 3

  3. COUNTRY BACKGROUND - OMAN • Land Area of 309,500 KM • Compared to the UK of only 242,900 KM • Italy 301,336 KM • Population of 3.3m • Compared to the UK of 62.4m • Compared to Italy of 60.6m • Natural Resources • Oil • Gas • Copper • Fish • Agriculture GPS 2011 Slide - 3

  4. SCOPE OF THE PROJECT • To train 93,507 Civil Servants • November 2008 – October 2011 • Across all 11 regions of Oman • Working with 39 independent Ministries • Using Omani graduates to deliver the IC3 program (jobseekers) GPS 2011 Slide - 4

  5. CHALLENGES • Voluntary program • New program • Started from ground zero - no infrastructure • Training had to be given outside of working hours • 4 days per week • 3 hours per evening 4.00 to 7.00 pm • All regions of Oman • Huge distances between regions and towns • Empty barren desert terrain • At best - Poor internet connectivity • At worst - no Internet connectivity • No trained personnel • Fierce competition from ICDL and Cambridge GPS 2011 Slide - 5

  6. SOLUTIONS • Created the infrastructure • Ministry of Education - 300/350 local school • Ministries with in-house training facilities, created in house labs -15 Ministries • Certiport approved centres 5 - 44 • Established our own training centre • Allowed us to train the Omani graduates 200 • Allowed us to train the MoE teachers - 425 • Allowed us to collaborate with the International Teacher Training and Coaching Council to provide recognized Train the Trainer courses. GPS 2011 Slide - 6

  7. SOLUTIONS • Offline Curriculum delivery-learning system developed by Certiport using USBs • Benchmark & Mentor • Practice Test • Exams (US3 USBs) • Developed teacher and student packs • All courseware translated into Arabic • All materials available in English or Arabic • Workshops for teachers on how to use the materials • Developed our own reporting system • All 39 participating Ministries had 24/7 access to their individual data • Sponsoring Government Agency had full overview of entire project GPS 2011 Slide - 6

  8. OUTCOMES • May 2009 - July 2011 • Over 100,000 IC3 exams successfully achieved • Trained 44,292 civil servants • Certified 30,727 (69% of individuals) • Trained and certified in the region of 500 trainers/teachers on GS2 standard • Upgraded over 100 Global Skills staff on GS3 standard -- Approved Educators • Capacity 10,000 students every 12 weeks; certifying 4,000 per month. • Invited to extend project for another 9 months GPS 2011 Slide - 7

  9. LESSONS LEARNT • Contract-Contract-Contract • Question everything prior to signing the contract and do not be rushed into signature with any verbal promises. • Ensure everything is in writing and officially agreed • Doing business with the Public Sector is very different from the Private Sector • Ensure there are clear roles and responsibilities for all key stakeholders • Allow at least 6 months for set up and buy-in from all stakeholders • Ensure there is an agreed communications and marketing strategy for the project with an agreed budget GPS 2011 Slide - 7

  10. LESSONS LEARNT • Prior to signing contract ensure you have between 5 and 10 percent liquid cash or a bank guarantee in place • Ensure you have sufficient cash flow and funds to cover at least 3 months at any given time • Securing BIG DEALS is not the normal Certiport Partner Model so make sure YOU - CERTIPORT - EXTERNAL PARTNER are clear on expectations set and support required. • Business survival is dependent on BIG DEALS. Selling solutions is the expectation. Selling exams only is no longer an option. GPS 2011 Slide - 7

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