Newsletter SPRING 2017 webversion page flipping

GBA Newsletter - Spring 2017
QTW
Q U ot e
T o w i n
The last couple of months in 2016 saw the successful
roll out of our brand-new Quote To Win module. This
programme was designed to provide our customer facing
staff with additional tools and skills to help them confidently
quote to win and generate more profitable work for GBA.
We are pleased that we are already seeing positive changes
in the way in which we have been quoting and building up
relationships with customers and sub contactors. With the
support of the Supply Chain Department the Operations
team have been able to improve the way in which they
source the best solutions for our customer from our
subcontract partners across Europe.
The feedback from the course was really encouraging and
it received a positive reception for many reasons, including
the following
• Bringing staff together to share their experiences across
different teams
• Providing insight into each operational job role and
spreading new ideas. The range of people and their
unique skills meant that ideas and knowledge were
shared and new ways of working discussed.
• A refresh and guidance on the basics such as vehicle
sizes, weights, dimensions etc
This initiative was led by the Supply Chain department
who, supported by members of the SMT designed and
implemented QTW. Sam Mortimer (Supply Chain Manager)
says “Being involved in Quote to Win was a really positive
experience for us. Not only were we were able to explore
our own roles and discuss the role of the Supply Chain team
in the quote process but we were able to take on-board
new ideas from the teams which we will include in our 2017
plans.”
Quote to Win has enabled some real improvements within
the operations teams. Aided by the setting of weekly “fun
objectives” we have seen an increase in communication with
subcontractors, fostering closer ties between us. We have
seen the operations teams making better use of the tools
available to them and our subcontractor base has increased
covering new areas and increasing vehicle types.
Another fantastic change has been the way in which
we negotiate with subcontractors. This was part of the
QTW module and we opened up lots of discussions and
improvement points throughout the training modules.
We saw this as a key area and led a session on costs and
negotiating with the focus on confidently winning more jobs
to directly improve profit margins.
And QTW doesn’t end there. We have strong plans in place
for 2017 to continue to drive forward the successes of this
programme throughout the organisation. There will be a
follow up Quote To Win module around mid-year offering
additional techniques to further enhance skills at sourcing
options and offering solutions.
A big thank you to everyone who attended the course, and
we look forward to more “Quoting to Win” in 2017.
SUCCESS
NEW
IDEAS
SKILLS
FUN
OBJECTIVES
NEGOTIATE
SOLUTIONS
IMPROVE
TEAM
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