Proposal Management - Qualität und Effizienz zahlen ... - APMP DACH
Proposal Management - Qualität und Effizienz zahlen ... - APMP DACH
Proposal Management - Qualität und Effizienz zahlen ... - APMP DACH
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Problem:<br />
Increasing bottom line revenue and staff<br />
productivity by generating more<br />
effective proposals, faster, and by<br />
streamlining the creation of proposals,<br />
non-disclosure agreements, and master<br />
service agreements.<br />
Solution:<br />
Sant <strong>Proposal</strong>Master<br />
Benefit:<br />
The quality and consistency of the<br />
proposals prepared with <strong>Proposal</strong>Master<br />
enhances the BT brand, the productivity<br />
opportunity is significant, and the fact<br />
that higher conversion rates shows the<br />
reality of ‘Get it Right the First Time’ with<br />
customers.<br />
santcorp.com<br />
BT Global Services Increases<br />
Win-Rates, Productivity, and<br />
Bottom Line Profitability by<br />
Automating <strong>Proposal</strong> Production<br />
Original Challenge<br />
BT Global Services, a division of BT plc, is divided into several business units, each of which<br />
generates h<strong>und</strong>reds of proposals and many other official documents each year. To ensure that<br />
the quality, branding, and accuracy of these documents is always consistent, the company is<br />
rolling out Sant <strong>Proposal</strong>Master to all BT Global Services (BTGS) business units, while also<br />
increasing its use where already implemented. Several business units within BT have already<br />
experienced significant benefits:<br />
BTGS Desk-Based Account <strong>Management</strong>--relies on <strong>Proposal</strong>Master to generate 250-300<br />
proposals every week, yielding a productivity savings equivalent to four FTEs, an increase<br />
in win rate by five percent, and a £2m boost to BT’s bottom line;<br />
BTGS Commercial, Legal & Regulatory--uses <strong>Proposal</strong>Master to automatically generate<br />
master service agreements, non-disclosure agreements and other assorted commercial<br />
documentation for 34 jurisdictions in four languages.<br />
BT Retail--with more than 300 internal users already, 1000 external sales partners will also<br />
be given access to <strong>Proposal</strong>Master to facilitate sales of 35 retail products;<br />
BT Open Zone--relies on <strong>Proposal</strong>Master to reduce, by 50 percent, the time it takes to<br />
produce 25 proposals each month, and to increase win rates with personalized proposals<br />
Solution<br />
Before implementing Sant, the approach that each BT business unit took to generating sales<br />
proposals was fragmented. The enterprise did not have a shared repository of content, so<br />
proposals produced by each business unit, and across units, were inconsistent. Some met<br />
corporate standards and branding requirements, others did not. Also, with no automated<br />
proposal creation process, staff spent excessive amounts of time generating sales documents<br />
that did not provide the desired win rates.<br />
At the same time, the preparation of standard but sometimes complex contract<br />
documentation was a time-consuming process. A significant portion of these documents is<br />
repetitive, but the need to tailor each one to meet personal, local language, and regulatory<br />
mandates was an extremely time-consuming task for BTGS’ Commercial, Legal & Regulatory<br />
business unit.<br />
“Our corporate motto, ‘Get it Right the First Time,’ was not being reflected in the way we<br />
generated sales proposals and legal documents across our business units,” says Andy Fraser,<br />
Product Manager, BTGS Strategy Marketing and Propositions Group. “Documents did not<br />
consistently meet corporate requirements for quality and content, nor were they created with<br />
efficient, auditable, and repeatable processes. Especially for sales proposals, this meant that<br />
far too many iterations were required before a customer received all the information they<br />
needed to make the BT choice.”