Proposal Management - Qualität und Effizienz zahlen ... - APMP DACH

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