MANDATORY REQUIREMENTS
In the beginning...
Whichever stage we are brought in to influence, there are pieces of information we need to clarify as part of an initial briefing or planning stages.
This information should inform how, and even if, you move forward with any structured DBM activity:
About the account and the relationship
- You want to know all the good things; you need to know all the bad things!
- What’s the account history – tenure, number of previous re-signs, growth or contracting account?
- Are they serious - is the contract transformational, are they just testing the waters?
- Big issues – have there been any serious service failures?
- Who do you know – BAU and bid stakeholders, influencers, detractors, advocates, sponsors?
What about the internal team?
- Is everyone on board with the concept of DBM, and do they know their roles?
- Internal stakeholders – all levels and departments involved, who fits into a RACI matrix and where?
01
Typically you should be able to establish a baseline understanding from 1-2 briefing calls.
02
Then advise your core stakeholders on your view of a headline plan for moving forward.*
*It may be that the agreed view is don’t move forward. If it is, you’ll have clear reasons, so don't be afraid to say so.
03
Almost always the first steps should be about understanding the customer more…
Ultimately, whilst it is important to know the reasons you should win the contract, it’s equally important to understand all of the reasons why you would lose.
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