Marketing
- Do you know who your most profitable clients are?
- Do you know if they are going to remain a profitable workstream?
- Do you know how to actively find new clients?
- Are you confused by what digital marketeers have told you?
Tendering
- Do you have a bid-no-bid policy?
- Are you sure you are covering your overheads sufficiently?
- Is your mark-up calculated correctly?
- Do you need help with bid writing?
- Do you understand the contracts you are signing up to?
- Are you getting feed-back on your tenders?
- If there is no feedback, are you using the lost tender information to win the next one with the highest price possible?
Commercial
- Are the contracts you are signing up to appropriate?
- Are the contract risks being managed?
- Are you risk assessing your clients for payments?
- Do you have systems for capturing records of work done?
- Do you have processes for capturing changes to the scope of works?
- Are you able to check profitability of projects as they progress?
- Are you aware of how you would deal with an issue via the contract?
- Are there planned v actual progress reports?
- Is there a quality management system in place for managing quality?
Accounts
- Does your accountant explain your accounts to you?
- Do you have separate management accounts?
- Is your pay allocated to specific activities?
- Do you do cost verses income comparisons for projects?
- Do you know if the work in progress is correct?
- Are your overheads going up or not?
- Do you know how much you can afford to invest in new resources?
- Do you have a forecast?
- Do you have a system for chasing payments?
Staff
- Do you all the staff have a job description?
- Are their roles and responsibilities?
- Is their performance discussed with them?
- Are their capabilities addressed?
- Is time management an issue?
- Are duties delegated efficiently?
- Is recruitment an issue?
If you answered yes to all these questions, your business should be flying. If not, then you now have a starting place to get working on.
If you need help structuring your processes to optimise winning the most profitable contracts and executing them efficiently, then please contact me Peter.Searle@ba4cs.co.uk
