Current challenges
02 / 09
Knights Brown’s work-winning process has grown around Merlin, a heavily customised system that has served the business for years but is now difficult to change and use consistently.
Prospect and tender information is also held in spreadsheets and individual records. This makes it harder for regional teams to work from the same picture and for leadership to see the full pipeline.
MVP will bring the agreed journey from early prospect through bid decision to tender outcome into HubSpot, while preserving the important links between clients, prospects, tenders and frameworks.
The result will be a practical system that teams use to manage their work, with more consistent information for reporting. The handover to Dynamics NAV remains manual until the later Business Central phase.
People
CriticalWhat's happening
Merlin has been heavily customised around Knights Brown’s processes but is now difficult to adapt and use.
Business impact
Workarounds persist, making it harder to improve the process and encouraging people to maintain separate trackers.
Data
HighWhat's happening
Inconsistent Work-Winning Practices
Business impact
Leadership cannot easily see the full picture of emerging work, while opportunities risk being followed up inconsistently.
Tooling
MediumWhat's happening
Client, prospect, tender and framework information is spread across Merlin and separate working files.
Business impact
Teams spend time piecing together context, and reporting depends on data that is not consistently captured in one place.
Revenue
MediumWhat's happening
Knights Brown already uses HubSpot for marketing emails, while prospects and tenders are managed in Merlin and other working files.
Business impact
The teams do not yet have a shared view of marketing engagement alongside client relationships and work-winning activity. The value of connecting these will depend on the use cases agreed during discovery.
