Percentage change in win rate/revenue gain attributed to KM

This measure calculates the percentage change in win rate/revenue gain attributed to KM. Win rate is the total amount of successful sales as a percentage of sales opportunities in a sales period. This Process Efficiency measure is intended to help companies minimize waste and refine resource consumption related to the process group "Develop enterprise-wide knowledge management (KM) capability".

Benchmark Data

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Measure Category:
Process Efficiency
Measure ID:
108889
Total Sample Size:
122 All Companies
Performers:
25th
- Median
- 75th
-
Key Performance
Indicator:
Yes

Compute this Measure

Units for this measure are percent.

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Percentage change in win rate/revenue gain attributed to KM

Key Terms

There are no key terms associated with this measure.
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Measure Scope

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Cross Industry (7.3.0)

  • 13.5.1 - Develop KM strategy (11095) - Creating a plan for managing the organization's knowledge base. Determine what kind of specialized knowledge the organization possesses, which elements of this collective knowledge can prove beneficial, how to capture and maintain this knowledge, how to grant access to this library of information, and how the organization should proceed.
    • 13.5.1.1 - Develop governance model with roles and accountability (11100) - Developing a structure for the governance of the organization's collective knowledge. Gather, maintain, and make accessible the collective knowledge base. Develop a standard procedure for the conservation and perpetuation of the organization's knowledge. Create policies for the usage and maintenance of this knowledge. Establish specialized roles.
    • 13.5.1.2 - Define roles and accountability of core group versus operating units (11102) - Clearly determining the roles and responsibilities of all personnel involved in the management of the organization's corpus of knowledge. Flesh out the roles and responsibilities of the KM core group, as well as the operational staff involved in the upkeep of the knowledge management program.
    • 13.5.1.3 - Develop funding models (11103) - Analyze the organization's current approach to funding. Learn from the funding approaches of peer organizations. Evaluate the revenue potential and costs of those short-list funding models. Select funding models to implement.
    • 13.5.1.4 - Identify links to key initiatives (11104) - Identifying any links that exist between the strategy for knowledge management and any other functional areas. Determine any correlations that exist between the strategic road map for the knowledge management and any other functional areas. Study each function's/unit's attributes.
    • 13.5.1.5 - Develop core KM methodologies (11105) - Creating core knowledge management procedures and methodologies. Initiate developing a strategy, planning, execution, and improvement.
    • 13.5.1.6 - Assess IT needs and engage IT function (11106) - Determining the IT needs for developing the knowledge management strategy, and collaborating with the IT function to implement the strategy. Assess requirements for technologies such as computer hardware, software, electronics, semiconductors, internet, and telecommunications equipment in order to effectively build and implement the strategy for knowledge management.
    • 13.5.1.7 - Develop training and communication plans (11107) - Creating plans for KM training plans and conveying the knowledge management strategy within the organization. Create training programs, sessions, and activities in order to familiarize employees and management with the concept of knowledge management.
    • 13.5.1.8 - Develop change management approaches (11108) - Creating approaches for effectively administering the changes in knowledge management. Design an approach that transforms individuals, teams, and the organization to a desired future state represented by the change.
    • 13.5.1.9 - Develop strategic measures and indicators (11109) - Establishing measures and indicators for evaluating the performance of the knowledge management function. Define key performance indicators such as the amount of knowledge assets created and number of knowledge projects undertaken.
  • 13.5.2 - Assess KM capabilities (11096) - Assessing the maturity of the existing initiatives in knowledge management, and evaluating existing KM approaches. Identify the gaps and needs in order to enhance the existing KM approaches. Develop and implement new KM approaches.
    • 13.5.2.1 - Assess maturity of existing KM initiatives (11110) - Evaluating if initiatives are effective or should be discarded. Design a framework for assessing maturity, typically from Level 1 (undefined), Level 2 (repeatable), Level 3 (defined), and Level 4 (managed) through Level 5 (optimized).
    • 13.5.2.2 - Evaluate existing KM approaches (11111) - Evaluating existing procedures, policies, and guidelines for knowledge management. Study and examine the organization's approach against industry best practices by benchmarking, competitive analysis, etc.
    • 13.5.2.3 - Identify gaps and needs (11112) - Assessing the KM approach evaluations in order to identify any gaps or needs. Compare the performance of the KM approach against the desired or expected performance, as well as against the standard knowledge management industry approach.
  • 13.5.3 - Design and implement KM capabilities (20965) - Creating knowledge bases and other repositories to preserve and develop company expertise, and to train new employees.
    • 13.5.3.1 - Develop new KM approaches (11114) - Designing new policies, procedures, and guidelines to support knowledge management.
    • 13.5.3.2 - Design resource model for KM approaches (20966) - Creating a model to describe resources and approaches to organization's knowledge management. Establish standards and guidelines to be followed.
    • 13.5.3.3 - Implement new KM approaches (11115) - Implementing new policies, procedures, and guidelines to support knowledge management.
    • 13.5.3.4 - Leverage and enhance IT for KM approaches (20967) - Using existing technologies to improve organization's knowledge management processes. Research available third-party offerings. Develop proprietary solutions. Employ knowledge engineers, data scientists and other relevant personnel.
    • 13.5.3.5 - Develop measures (20968) - Creating metrics that can be used to systematically describe KM approaches and capabilities. Choose applicable scales, benchmarks and units of measure. Determine required precision and error rates.
  • 13.5.4 - Evolve and sustain KM capabilities (20969) - Developing resources for improved knowledge management and knowledge engineering.
    • 13.5.4.1 - Enhance/Modify existing KM approaches (11113) - Leveraging KM evaluations and identified gap to enhance existing approaches.
    • 13.5.4.2 -  Sustain awareness and engagement (20970) - Developing awareness about available knowledge bases and promoting their use to maximize their impact.
    • 13.5.4.3 - Expand KM infrastructure to meet demand (20971) - Augmenting available resources to better leverage the offerings of the organization to serve existing clients and to expand the client base.