Pipeline Development
Input:
Pipeline development begins with a comprehensive summary of projects, categorized by their status: completed, not received, and in-flight, as well as by their anticipated timelines—short-term, medium-term, and long-term. This summary provides a clear picture of the organization’s current and future workload. Additionally, an analysis of costs and trends highlights financial performance and market dynamics, offering insights into profitability and areas for cost optimization. A summary of project schedules, focusing on time-to-market metrics, ensures alignment with client expectations and market demands.
Frequency:
This process is conducted annually, providing a strategic opportunity to evaluate the past year’s performance and plan for the future. The annual review aligns with budgeting and forecasting cycles, ensuring that pipeline development integrates seamlessly with broader organizational planning efforts. This frequency also allows for the incorporation of long-term market trends and client feedback into the pipeline strategy.
Output:
The outcome of the pipeline development process includes actionable feedback on projects not awarded, offering insights into areas for improvement in bids or proposals. Additionally, the review provides clear pipeline direction from the client’s senior leadership team (SLT), guiding future priorities and strategic focus areas. By leveraging this feedback and direction, the organization can refine its approach, strengthen its pipeline, and position itself for sustained growth and success.
