NTT DATA Services
Managed proposals organization, which grew from 25 to 45 members, through a major acquisition that integrated six proposal teams. After establishing central operations, increased throughput of proposals by 84%, win rate by 30%, and close rate by more than double.
- Created standard roles, responsibilities, and processes based on best practices. Drove implementation so that operations were not interrupted, and quality was not degraded.
- Responsible for developing and updating performance metrics, analysis, and reporting to drive productivity. Prepared monthly, quarterly, and annual reports for C-level executives.
- Led adoption of a sales enablement tool with marketing to centralize sales, proposal, and client reference materials so sellers could spend time selling instead of hunting for content.
- Enhanced account growth activities with the self-service proposal process and tools for smaller pursuits, which generated more revenue and better deployed support resources.
- Improved proposal quality by creating and delivering sales training on using content effectively and writing winning executive summaries.