Effectiveness of Mapping
Intimate knowledge of the “Customer’s process” allows teams to strategize when and how to engage. They know how to achieve early involvement to shape concepts and even influence policy. MAPping gives our clients the option to grow their business by increasing win rate and share… not relying on acquisitions to grow volume.
We have documented several instances of clients growing from a win rate of 17% to 86% and maintaining that rate –– becoming the market leader. But the process has to be learned and accepted to have these results. We understand every organization has its own unique qualities and habits. Therefore, the introduction and the use of MAPping has to be designed and carefully tailored to fit the culture of our clients. By working as a team with our clients, this approach to installation has been consistently successful… at a minimum doubling business-development effectiveness… even across international cultures.
MAPping empowers teams. They are making news, not just reading about it. They affect policies at strategic levels… quickly and quietly… and are able to leverage the expertise and diverse strengths of their organization. The Chairman of Procter & Gamble refers to this as a quiet competitiveness.
The Idea
An organization brings together so many diverse and brilliant resources it is important to provide a unifying process and to focus your organization on the decisions which will drive your growth. In fact,
Customer Decisions Drive Growth.
This concept is still a very important idea: having business development teams learning management principles so they are even able to define their market or a major customer as that set of decisions they must analyze and affect.
Many clients have described the surprising idea that the MAP patterns even predict future events – across diverse markets. The learning here is that while cultural differences are dramatic there still are certain, timeless elements and common patterns hidden in the decision-making process. (Professors describe that there is no common template. We suggest they just have not discovered it yet.)
Diverse Applications of MAPping
The strategy dialogue is a continuous process. Clients describe that they can manage, monitor and accurately describe their progress toward reaching their goals, “We are winning more often and are more predictably securing important contracts, but that is just a part of the effect of this process.
Just as often MAPping is used to upgrade the effectiveness of our entire organization. Making better decisions internally and effecting decisions within our supply chain externally are also significant results of providing this tool. This is a map – a collection of the best thinking and the abilities which empower an organization to manage the process.”
