revenue growth solutions

Gerald's words apply in all aspects of business, including and especially how we engage with clients. To be successful, client facing teams must bring something of value to each engagement and be genuine and credible when doing so.  This won't happen unless client teams are structured and equipped appropriately.  That's where we can help.

We believe:

• There is no single model that is right for everyone, i.e., there is no "one size fits all"
• Consultants and other experts can provide valuable insights into proven practices, but no one knows an organization and its clients better than its own management
• Successfully implementing a new client coverage or sales model depends on management at the strategic and operating levels being fully bought in and actively engaged in the process

Having a successful model requires management to actively own and operate the design and implementation process. 

Advisors can help, but management must own 

We help:·  

Client Management Advisory Services -- Helping leaders think through the appropriate structure and practices for growing and managing client relationships·  

Effective Sales Practices -- Helping teams acquire “customer vision” so they understand their clients better and can deliver solutions that they want to buy

Our practice is based is different to traditional consultants or trainers. We employ an efficient, cost-effective approach based on hands-on operating experience.

We partner with leaders to craft a model that best suits their organization's needs. We tap into your team's institutional and client knowledge and couple them with over 20 years of successful experience to help you implement a structure that best meets your situation. 

Our process:

·  Engage you in thoughtful individual and team discussions to help you build consensus around your key goals, opportunities, and challenges

·  Help you design a structure that aligns best with your clients and the rest of your organization

·  Enable you to execute a well-controlled implementation plan

·  Share insights into proven practices so you can determine what works best for your organization

·  Develop a set of Key Performance Indicators so you can identify necessary adjustments to the model

Our experience:

·  Helped a Top 20 US Bank design an enterprise client management solution to build stronger relationships and drive revenue growth based on their product and market mix.

Helped a division head at a major global banking organization design and implement an organizational and operating structure to increase market penetration and grow revenue.

Helped a sales manager at newly established Learning & Development organization improve sales practices resulting in a 200% year over year revenue increase

Our background:  

Restructured the go-to-market practices resulting multiple years of double-digit sales growth and major industry wins

Revamped the sales planning process to increase efficiency and drive better alignment across product teams

Successfully integrated two large two relationship teams that used different operating practices following a merger

·  Harnessed eight different product teams to create effective cross-business solutions

Built  a book of business that exceeded $500 million over 11 years covering more than 12 products

·  

Traditional sales training tends to focus on technique or process.  While these are important, this type of training often fails to produce sustainable improvement because leaders do not reinforce it with coaching. 

• Research by Huthwaite and others shows that up to 80% of sales training can evaporate in the first month.

The reality is that many sales leaders do not have the bandwidth or expertise to coach their teams effectively.   Also, the "gravitational pull" of old habits is intense. In light of these facts it is not surprising that many teams slip back to their old ways.

WE TAKE A DIFFERENT APPROACH TO ENHANCING SALES PERFORMANCE 

We don't try to teach technique or process. 

We help teams acquire Customer Vision.

Using an innovative blend of coaching, design thinking, storytelling, and consultative sales practices

we enable teams to look at situations through the client's eyes and develop effective strategies they are confident and comfortable executing.   

OUR PROCESS IS SIMPLE, EFFECTIVE AND EASILY ADOPTED

• We work on real situations, not hypothetical ones, so there is immediate impact
• It is fast, easy, enjoyable and clearly value-added.  Most sessions are completed in two hours.
• It enables team members to bring their insights and expertise to the table in a constructive and collaborative manner
• Teams emerge fully aligned with a clear, client-centric view of the situation and how it should be approached, which leads to better execution and outcomes. 

Simply put, it enables teams to bring out the best in themselves.

We work with diverse groups including: 

• Business and Product Sales and Relationship Management
• Client and Industry Focused Executives
• Product, Technology, Customer Service and Operations
• Marketing and Sales Support  

And we cover a broad suite of activities, including:

• New business generation
• Business retention
• Client relationship enhancement
• Product launches
• Sales campaigns
• Multi-product deals
• Sales Offsite Sessions 

We put a client focused lens on each situation and through a facilitated discussion help the team develop the strategy and messaging.  Our process enables teams bring their full selves to the discussion and develop creative, credible and executable solutions. 

And that way, they win.

Our innovative revenue growth solutions are based on three principles:

1. All  parts need to connect: 

• How you relate to your client 
• How your solution relates to their need
• How you position versus the competition

Put simply, your total message needs to fit together seamlessly.

2. Value is in the eye of the beholder

• Your message must focus on what the client thinks is important and valuable
• Your message must resonate with their leadership; put another way, you need to create desire for your solution
• Your client must be able to confidently explain your value proposition to his bosses and articulate why it is the best choice

In other words, it's all about the client  

3. It has to be easy, fun and clearly value-added.

• It's quick and engaging, and often reduces the overall preparation time
• It's encouraged everyone to bring their perspectives to the table and everyone has a voice so you get an outcome that everyone buys into
• It produces a clear outcome with defined next steps, which gives the team momentum and confidence

Our Process:

We work with the team or deal leads to understand your situation and goals, and guide them through the prep process of identifying and briefing the participants and other logistical issues. Our sessions are facilitated dialogues that enable the help teams to focus on and connect the dots across the critical components of any deal or relationship:

• The Client
• The Solution
• The Competition
• The Message.
• The Action Steps

Our solutions can be applied at each stage of the sales process and have been particularly effective in:

• Supporting RFP responses and client presentations for complex deals
• Defending existing business
• Reigniting stalled client relationships or turning around relationships in stress
• Launching new product and sales campaigns