Selective Pursuits
Productive Go, No-Go criteria should help to eliminate wasted time; prevent the tendency to pursue every business opportunity showing up in your in-basket; facilitate pro-active business development activities; and help you be in charge of your own destiny (i.e. win the projects you want).
 This short lecture presents a solution to the problems inherent in the commonly used go, no-go decision processes. In the common process you identify a set of criteria against which you evaluate each business opportunity. Your decision is GO if your score exceeds, for example, 60%. The problem is that you can justify any pursuit with this approach, often resulting in low win-rates.
‘Profound’ is a description my clients have used to describe this process. Those who use my Go, No-Go criteria experience dramatic rise in win rates as can be seen in the graph which represents actual results achieved by one of my clients. The curve trends down after reaching 75% because this client was so successful that they had to add untrained staff with resultant slight loss in effectiveness.
| Lecture Title: |
Strong GO, NO-GO Criteria Enable Productive Pursuits
(11 minutes)
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It is stunning in its simplicity and power.”
—Client comment.
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