New Business Sales is often neglected, or in many cases is not seen to meet ROI expectation.

However, a strong and consistent approach here is key to overall business growth, or key to the success of any new product/service investment.

Our initial approach includes value proposition modelling, customer segmentation and consideration of partners and alliances.  Optionally, we can provide a current state organisation review and make recommendations. Working collaboratively with executive sponsors and the sales team, we will agree a sales plan and sales process plus a supporting marketing plan.  These initial phases can be offered at a fixed price.

We ensure a consistent approach to planning which can apply across the whole sales team, or segment to a sales area as appropriate.  We are happy to work here on a risk/reward basis to ensure successful and consistent execution against agreed ROI targets.

Larger deals require a specialised process and governance to maximise win chance.

External coaching can help to identify any bid issues early and can also allow early inputs on innovative thinking.

Early engagement can assist with sales qualification and bid budget specification.  Core bid activities include deal strategy creation, customer engagement plan, bid and sales governance, and client and internal stakeholder management.

Involvement can cover the entire bid lifecycle including contract negotiation.

Existing relationships are ideal to build upon – but how best to show the client that you can offer value? 

Although we know our existing clients well, we often struggle to understand the client big picture and articulate how we can help the client to speed business results based on a collaborative engagement.

We can facilitate deep dive workshops to build a high value client ‘point of view’.  We can further support sales engagement to articulate that point of view to target CxO executives.  To ensure success we recommend ongoing sales coaching.

Our methods have helped to both win significant new business, create process benefits plus improve overall sales skills at an individual Account Director level.

Many small businesses experience early growth which can then plateau – the day to day running of the company places restrictions on time at a responsible Executive level for growth planning.  External skills can assist. 

Our initial approach is to work with you to create a model for a forward looking P&L – allowing planning and modelling of options over multiple quarters/years. 

We will make recommendations for changes in Organisation, Processes and Systems which can be modelled for profitability. 

Business Coaching for success includes a deep dive on sales and marketing activities.

Starting up or re-energising existing Channels and Alliances has many options to consider. Initial benefits include a step change in revenues.  However, choosing the right approach and quick execution will also maximise profitability.  Similar decisions exist for selling Direct v B2B, addition of new product Vendors and addition of new services (as-a-Service, for example).

We are experienced in the successful introduction of new revenue streams and maximising profitability.  Working environments include: IT Distribution; IT Reseller; Systems Integrator; Telco and IT Consultancy.

Our approach covers analysis of the market opportunity as a first step in creating a business plan and P&L. Business Modelling will indicate what needs to be built and what can be achieved with existing resources. 

Value Creation will provide a best match between customer need and the new proposition.  We will support the execution of the plan, providing appropriate marketing, sales and contractual support to achieve profitable growth.

Most providers of IT services (external or internal) agree that Innovation is a key differentiator and source of customer satisfaction.  But how is Innovation managed in your organisation?  How does your customer perceive the quality of services provided.

In providing services, innovation can be considered in the key areas of technology innovation, service innovation and commercial innovation.  Users will determine the quality of the services provided as a match to current base needs but will highly value additional areas such as agility to meet changing needs, flexibility in service options and efficient communication at all points of their service interaction.

Our approach to innovation can be a structured at a project level to meet specific aims and objectives.  But where across an organisation or division the needs and issues have to be discovered and quantified we can provide a pragmatic review with recommendations and quantified benefits as the outcome of a short discovery exercise.  Either way, the aim remains the same – service differentiation and improved customer satisfaction both of which directly relate to improved profitability.