Stage 4: Value
proposition
So the client has a need you can fill. When an opportunity reaches stage 4, it means you're working out what you'll do for that client.
It means further talking and another look at the probabilities. By the time you're in stage 4 you're talking seriously to a client showing an interest in what you can do. And the chance of you winning the project moves upwards accordingly.
Of those 40 opportunities in stage 2, perhaps 16 will reach stage 4. If your business involves consultancy or creativity - human value-add - stage 4 is where most of your energy should go; ideally the number of opportunities in stage 4 matches the resources available for business development. (If you've got 2 FTEs writing proposals, half of value propositions go forward to proposal stage, and developing a proposal takes a week, you've got resource allocation about right.)
If moving an opportunity into stage 4, it's best to have a probability of 50%+ attached to it; these companies are genuine potential customers. Then it's time for stage 5: making a proposal.
GET ME IN YOUR INBOX: blank email to
What I do for clients: sales[at]redpump.com
Rate card: rates[at]redpump.com
Book links: book[at]redpump.com
Contact info: contact[at]redpump.com
So the client has a need you can fill. When an opportunity reaches stage 4, it means you're working out what you'll do for that client.
It means further talking and another look at the probabilities. By the time you're in stage 4 you're talking seriously to a client showing an interest in what you can do. And the chance of you winning the project moves upwards accordingly.
Of those 40 opportunities in stage 2, perhaps 16 will reach stage 4. If your business involves consultancy or creativity - human value-add - stage 4 is where most of your energy should go; ideally the number of opportunities in stage 4 matches the resources available for business development. (If you've got 2 FTEs writing proposals, half of value propositions go forward to proposal stage, and developing a proposal takes a week, you've got resource allocation about right.)
If moving an opportunity into stage 4, it's best to have a probability of 50%+ attached to it; these companies are genuine potential customers. Then it's time for stage 5: making a proposal.
GET ME IN YOUR INBOX: blank email to
What I do for clients: sales[at]redpump.com
Rate card: rates[at]redpump.com
Book links: book[at]redpump.com
Contact info: contact[at]redpump.com