Get to
Great™ can be traced back to 2001, when Chris Whyatt, its creator, was leading a project for
Lotus / IBM to improve their bid win ratio.
Chris realised Lotus needed to understand their current capabilities and
define their aspirations before he could start to close the agreed gaps. Taking inspiration from the Capability Maturity Model, Chris built a five-level capability
model covering the 12 critical success factors in improving bid capability. The subsequent project delivered a step change in bid win ratio from around
10% to circa 90%!
Chris subsequently used the same
approach on similar projects for organisations as diverse as SAP, BNFL, Castle
Care, HP, Getronics, Adobe, and Davis Langdon, all of which delivered
significant step change in bid win ratios.
Upon successful completion of a project
for Microsoft in late 2006, Jon Hughes (now with Integralis) suggested that a
Sales Readiness model would be the next logical step; this was duly created
with input from Jon and his team. All
that was needed was an ‘umbrella’ name to cover the methodology, and Chris
chose and trademarked Get to Great™ to reflect the nature of the desired
outcome of a customer engagement.
Chris and Get to Great™ became part
of Mentor Group in late 2008, heralding the creation of several new Business
Development and Leadership & Management models, the most recent being
Employee Engagement.
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