Managing Customer Relationships

The Best of the global professional services industry has a recorded success rate of 59.7%- that’s a bid to win ratio of 5.97 wins to every 10 bids which is 23% higher than The Rest, who have a bid to win ratio just 4.86. A higher ratio means a bigger pipeline, higher billable utilisation, more on-time delivery of projects and higher revenue per employee. Clearly there’s scope for The Rest to close the gap and improve their bid to win ratio- if only they could find out what The Best are doing that gives them the advantage!