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Heery International, Inc.

Heery International, Inc. AGENDA. Proposal Process Past – Metrics Present – Current Submissions, Competition Future – Improvement Rankings Changing the Perception Where We Need to Be Business Development Process. 2011 METRICS. 2010 METRICS. COMMON REASONS FOR WINS….

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Heery International, Inc.

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  1. Heery International, Inc.

  2. AGENDA • Proposal Process • Past – Metrics • Present – Current Submissions, Competition • Future – Improvement • Rankings • Changing the Perception • Where We Need to Be • Business Development Process

  3. 2011 METRICS

  4. 2010 METRICS

  5. COMMON REASONS FOR WINS… • Client Relationships • Current Client • Issue Understanding • Client Referral • Relevant Experience • Best Value • Teaming • right expertise/client favorite • worked together before • References • Delivering in the presentation

  6. COMMON REASONS FOR LOSS… • Lack of Client Relationships • Missing the Issues • Not maintaining Current Client satisfaction • Lack of Relevant Experience • Too Expensive • Teaming • NOT working together before • Bad References • Not delivering in the presentation • Locality

  7. PRESENT – CURRENT SUBMISSIONS South Region – Lakeland North Region – Finley West Region – UWMC

  8. West Region

  9. OBSERVATIONS • We respond to the requirements of the RFQ/P • Good organization of material and flow • Very different look and feel nationally • Variance in graphics • Variance in content • Too much information / lack of focus • Hard to identify key messages • We are making it hard for the client… • Requiring clients to connect the dots

  10. OBSERVATIONS - PRESENTATIONS • Carried theme from proposal • Logically organized • Comprehensive thought • Approaches more developed • Variance in graphic level • Hard to evaluate … without being there

  11. PRESENT – WHAT IS OUR COMPETITION DOING?

  12. LMN

  13. LMN

  14. HDR

  15. MAHLUM

  16. PERKINS+WILL

  17. ZGF

  18. PRESENT CLIENT TRENDS • Specific • They want to know you understand them • They know boilerplate • Creative • Looking for compelling approaches • Clarity • Reduced Page Count • More focused on Q&A • Graphic • Clean, interesting, readable • Double-sided – tabloid format

  19. FUTURE - HOW DO WE IMPROVE • Consistent look and feel = National Practice • Less, Better Content • Clean graphics • Tabloid format – double sided • Speaking specifically to client issues • Good Go-NoGo Decisions • Technical and Marketing Staff working together • Kick off meetings • Commitment • Debriefs

  20. 2011 HEALTHCARE RANKINGS

  21. ENR – HEALTHCARE (revenue in millions) 1. AECOM Technology Corp. 185.0 2. HDR 174.2 3. Perkins+Will137.8 4. HOK 117.1 5. Cannon Design 117.0 6. URS Corp. 86.0 7. HKS Inc. 79.8 8. Hammel Green and Abrahamson Inc. (HGA) 75.8 9. SmithGroup Inc. 70.5 10. Perkins Eastman 53.1 Heery International 16.2

  22. CHANGING THE PERCEPTION • Whitepapers • Journals • (Demonstrate our expertise. Create Opportunities - Hypothetical projects. Become experts - ACHA) • Advertising • Mailings • Committees • (What are the • C-Suite and Administrators reading?) Write what they read Appear where they look • Personal visits • (We have to be better. Building relationships is critical.) • Tradeshows • Conferences • (Be Consistent. Be Present. Be Active. All of this will alleviate the cold call.) Go to them Be where they are

  23. WHERE WE SHOULD BE… Atlanta: • ALASHE – AL Society for Healthcare Engineering • ALAHA – AL Hospital Association • GACH – GA Alliance of Community Hospitals • GaSHE – GA Society for Healthcare Engineers (Chapman on Taskforce & manages newsletter) • GSHE – GA Society for Hospital Engineers (Chapman on Board of Directors) • GHA – GA Hospital Association • NC Hospital Association https://www.ncha.org/ • SC Hospital Association http://www.scha.org/ Orlando: • Florida Hospital Association – fhaannualmeeting.org • Florida Healthcare Engineering Association – www.fhea.org(in association with AHCA)

  24. WHERE WE SHOULD BE…cont. Colorado: • ACE Conference (Association of Cancer Executives) • Rural Health Conference • ACI Comprehensive Cancer Programs and Services Conference • Green Hospitals Conference Iowa City: • Healthcare Design Symposium (Pebble Project, Evidence-based Design) www.hcd11.com • Iowa Hospital Engineering Association – ISHE - NOT – Iowa Hospital Assoc (Des Moines) – mostly nurses

  25. WHERE WE SHOULD BE… cont. Philadelphia: • Healthcare Leadership Network of Delaware Valley [industry leader’s monthly meetings] • DelVal Healthcare Facilities Management Society [mostly facilities folks who operate healthcare institutions] • NFPA – local & national [essential for Jim Peterkin exposure on national level and for technical committees he is on board] • Design on the Delaware – [workshops and seminars for the design community & their clients in Philly] National: • PDC (mostly architects, but must play the game) • ASHE Conference (facilities people – not decision-makers)

  26. BUSINESS DEVELOPMENT PROCESS Developing Relationships • Identify target account(s) • Make contact • Meet with them (take someone with you) and ask questions • 10% to 20% about us • 80% to 90% about them • Identify value that we can provide to them (if any) • Follow up, provide value, and introduce them to others on the team • Ask more questions

  27. BUSINESS DEVELOPMENT PROCESS • From the information gathered, begin to identify themes • Channel all information and themes to the proposal team • Coach the interview team and communicate client’s information & themes – confirm that the team’s messages are on target • Debrief with client win or lose • Communicate back to the interview team information derived from the debrief • Next steps in relationship building with this client

  28. Together…We Will Win Work To the bar….

  29. Heery International, Inc.

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