GAP Analysis Tool by demandmetric

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									                                                                                                          GAP Analysis Template

Instructions

1. Use the tabs at the bottom of this spreadsheet to analyze & resolve GAPs for each competency area


2. Under the "Target" column, define the business gap that needs to be resolved (examples are provided)


3. Under the "Current State" and "Goal State" columns, document the size of the gap


4. Provide a realistic "Timeline" for resolving this business gap


5. Identify "Actions Items" that will resolve the gap within the timeline
                                                                                                GAP Analysis Template

 Strategic Planning

GAP    Target Item       Current State           Goal State           Timeline   Action Items

 1     Prioritization    Ad hoc prioritization   Quarterly Exercise    Q1 2012   Develop prioritization framework

 2     Formal Planning   Informal planning       Quarterly Exercise    Q1 2012   Standardize planning methodology

 3     Governance        Minimal oversight       Steering Committee    Q2 2012   Create Charter, build committee

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                                                                                                        GAP Analysis Template

 Business Data & Information Assets

GAP    Target Item          Current State               Goal State           Timeline   Action Items

 1    Customer Data        Difficult to Access          Dashboard in place    Q3 2012   Identify data needs, build dashboard

 2    Retention Rates      Unknown                      Reviewed Quarterly    Q2 2012   Build data mart & reporting tools
                                                        Web based and Real
 3    Project Data         Not Centralized or Visible                         Q3 2012   Build Collaboration System
                                                        Time
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                                                                                                          GAP Analysis Template

 Customer Relationship Management

GAP   Target Item               Current State         Goal State                Timeline   Action Items

 1    Customer Service Calls    Not Done Frequently   Monthly Calls              Q1 2012   Create Customer Lifecycle Process & Schedule Tasks

 2    Customer Self-Service     Not Available         Online Customer Portal     Q2 2012   Evaluate Vendor Solutions and Customer Requirements

 3    Service Level Agreement   Not Defined           Defined and Distributed    Q3 2012   Draft Service Level Agreement and Send to Customers

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                                                                                                           GAP Analysis Template

 Demand Generation

GAP   Target Item                Current State            Goal State             Timeline   Action Items
                                 Not Integrated &
 1    Lead Generation Strategy                            Defined and Measured    Q1 2012   Develop Lead Generation Scorecard and establish KPIs
                                 Measured
                                                          Lead Score Scaling                Research Lead Scoring Best Practices & Automation
 2    Lead Scoring               Not Scored for Quality                           Q2 2012
                                                          System                            Tools
      Online & Search            No Pay Per Click         Steady Stream of Web
 3                                                                                Q3 2012   Test Google AdWords Campaign and Measure ROI
      Marketing                  Campaigns                Leads
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                                                                                                             GAP Analysis Template

 Sales

GAP      Target Item            Current State           Goal State                 Timeline   Action Items
                                                        Adopt SPIN Selling                    Attend SPIN Selling Workshop & Distribute Book to Sales
 1       Sales Training         No Formal Methodology                               Q1 2012
                                                        Method                                Team
                                                                                              Conduct Account Scoring Exercise & Key Account
 2       Key Account Planning   Not Being Completed     Account Plans for Top 25    Q2 2012
                                                                                              Planning
                                                        Daily Productivity
 3       Productivity Metrics   Not Tracked                                         Q3 2012   Create Daily Productivity Report and Measure Statistics
                                                        Reports
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                                                                                                         GAP Analysis Template

 Performance Measurement

GAP   Target Item          Current State             Goal State                Timeline   Action Items

 1    Campaign Metrics     Not Captured or Defined   KPIs Defined & Reported    Q1 2012   Research Marketing Campaign Management Solutions
      Dashboards &                                   KPIs Visualized &                    Conduct Dashboard Readiness Assessment & Budget for
 2                         No Systems in Place                           
								
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