Through their wealth of sales and commercial experience, our consultants support organisations to achieve better performance and maximise their resources through a range of business consultancy services. From taking on an associate sales directorship to producing engagement strategies, we can provide bespoke services to support and meet your individual needs and requirements. Some of the ways we have supported organisations include:

 

• Development and evaluation of procurement documentation – creating robust evaluation criteria, requirements and quality questions to ensure a comprehensive, clear and articulate tender pack. We have also undertaken the evaluation of submitted tender responses, and the moderation of these with the customer’s internal stakeholders.

 

• Creation of a bid management process  -  including defining roles and responsibilities, and helping determine the resources required to deliver the bid management function.

 

• Opportunity qualification workshops - including facilitating meetings with the management team and customer-facing client managers to qualify existing opportunities and support/review the assessment of individual opportunities

 

• Forecast development – facilitating forecast meetings to support opportunity qualification and help embed an Opportunity Assessment Process. We also work with management teams to develop forecast and pipeline reports

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• Customer-relationship management (CRM) service integration – working with the client and the third-party software integration team(s) to support the development of in-house CRM systems.

 

• Account planning and customer engagement – supporting account managers to develop individual account plans and provide:

  • A “single” view of each customer

  • The outstanding minor works and small project opportunities

  • The scope and timelines of the major work programmes; the creation of a smaller number of larger programmes to minimise disruption and optimise resources; the review of customer satisfaction feedback and implementation of continuous improvement programmes/processes

  • An account status summary for all customer virtual team members to prepare for customer meetings/communication and provide updates for knowledge sharing

  • The development and support of customer dashboards and reports

 

• New business campaigns – developing and supporting focused campaigns aligned with business strategy to secure new name and/or incremental business. These include public sector year-end capital expenditure campaigns and targeted maintenance renewals, win-backs (winning back old clients) and extensions.

 

• Sales strategy planning – working with sales leadership teams to facilitate and objectively challenge the go to market strategy through managed workshops. This includes vertical sector targeting and partner engagement/alignment.

 

• Other process support – the development of tools and processes that improve the overall customer experience. For example, customer requirements capture templates that ensure the consistent qualification and allocation of customer requests, so an opportunity goes to the right department the first time, every time.