We call it the Rule of Thirds.
It's the litmus test that we've experienced for IT services firms with a finely-honed, well-crafted and specialized business model, and it goes like this:
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Prospect meeting rate.
Specialized firms should get in to meet with at least one-third of the prospects who have been screened and qualified.
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Prospect proposal rate.
Specialized firms should get invited to submit a proposal to at least one-third of the prospects with whom they meet.
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Prospect close rate.
Specialized firms should close the sale on at least one-third of the proposals they present.
If you meet or exceed the Rule of Thirds, then you should be in good shape to be a leader in the battle for Applications Managed Services. If not, then you have your work cut out for you, as you'll likely find yourself in one of two other catch-up classifications.
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