KA Growth Opportunity and Value delivery

Best Practice Component: KA Growth Opportunity and Value delivery

Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

My Score

(0 - 3)

Can I show tangible evidence?

Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

1

Total Available Business Best Estimate

I have estimated and can defend my estimate for the total available business with the KA. Where relevant I have broken the figure down by sector, product or service type, geography or other sensible division and have indicated the overall trends.

My Score

(0 - 3)

Can I show tangible evidence?

2

Supplier Share Estimate

I have estimated the share of the total available business, broken into relevant groupings, held by us and our main competitors along with the trends for each supplier.

My Score

(0 - 3)

Can I show tangible evidence?

3

Identify The Preferred Suppliers

I have use the share data to identify the KA's preferred suppliers and know what these suppliers are doing which makes them attractive.

My Score

(0 - 3)

Can I show tangible evidence?

4

The Reasons We Win, Lose And Do Not Win Business

I have reviewed our proposals over recent months to determine when and why we tend to win, lose and not win business.

My Score

(0 - 3)

Can I show tangible evidence?

5

My Growth Opportunities

I have used the total available business, share estimates and our success at winning business to identify the most attractive growth opportunities for me over the next 18 months to three years along with a value for each - I have identified the priority growth opportunities for me for the coming 12-18 months.

My Score

(0 - 3)

Can I show tangible evidence?

6

Identification of Existing Business Under Threat

I have identified my current business with the KA which I must actively defend over the coming 12 months.

My Score

(0 - 3)

Can I show tangible evidence?

7

My Business Summary and Projection

I have a simple summary of current business I expect to retain, current business I expect to lose, new business I expect to win or have already won and new identified opportunities I will actively pursue to produce my current business growth projection.

My Score

(0 - 3)

Can I show tangible evidence?

8

Implications

I have identified the most important implications of this summary for me and my business.

My Score

(0 - 3)

Can I show tangible evidence?

9

Questions Raised and Additional Information Required

I have identified the information I should gain and the questions I should address and have determined what I should do next.

My Score

(0 - 3)

Can I show tangible evidence?

Total

0

Total percentage (%)

0%

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