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An introduction to the work and clients of Kim Tasso - management consultant to the professions and partnerships
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© Copyright Kim Tasso 2013www.kimtasso.com
Introducing Kim Tasso of RedStarKim Limited
© Copyright Kim Tasso 2013www.kimtasso.com
Who is Kim Tasso and what does she do?
© Copyright Kim Tasso 2013www.kimtasso.com
Her professional and business associations
© Copyright Kim Tasso 2013www.kimtasso.com
Publications she has written…
And contributed to…
© Copyright Kim Tasso 2013www.kimtasso.com
Some of the organisations she has worked with
© Copyright Kim Tasso 2013www.kimtasso.com
Helping to develop strategy
1. Where are we now?
2. Where do we want to get to?
3. How will we get there?
4. What do we have to do?
© Copyright Kim Tasso 2013www.kimtasso.com
Navigating the business development process
Marketing Strategic/planning Research general needs Service development Market development Pricing Brand/positioning Profile building Lead generation
Selling (New business development) Acquisition Contact and rapport Enquiry handling Estimates/quotes Pitches and tenders Understand specific client needs Pipeline management
Client/referrer development Retention Development Client care Cross selling Relationship management (CRM) Specific client/referrer needs Key account management (KAM)
© Copyright Kim Tasso 2013www.kimtasso.com© Copyright Kim Tasso 2013www.kimtasso.com
Finding the “big idea” for a cohesive campaign
© Copyright Kim Tasso 2013www.kimtasso.com
Researching and developing knowledge:e.g. The use of social media in relationship development in the professions (Tasso/Abraham Dec 2010)
© Copyright Kim Tasso 2013www.kimtasso.com
Researching and developing knowledge:e.g. 7P model of buy in© Tasso
Buy In
People
Psychology
Process &Precision
PlanPersuasion
Pressure
Patience
© Copyright Kim Tasso 2013www.kimtasso.com
Two hour tutorials™- Leadership- Management- Marketing- Selling- Relationship
Management- Interpersonal
skills- Conflict
management- Negotiation- Social media
Assessments e.g.- Personality- Assertiveness- Learning Style- Relationship- Team
Providing training and coaching services
Starters Stables Stars
REFERRER
MANAGEMENT
Pipeline M
O
T
I
V
A
T
I
O
N
1. Analyse/Aims Commercial insight Systems
2. Plan/Target Organisation plan & Processes
Team plans
3. Research/Listen Sectors/Social Media
4. Position/Promote Profile Campaigns
5. Connect/Dialogue Networking Propositions
6. Explore/Nurture Pipeline management & Selling
PortfolioManagement
7. Pitch/Convert
8. Develop/Expand Serviceexcellence
Key Account Management
Creativity and innovation
OUTPUTS
Plans+
Skills+
Best practice+
Competencies+
Case studies+
Action
© Copyright Kim Tasso 2013www.kimtasso.com
Skills training: Illustrative skill set - Pitching
© Copyright Kim Tasso 2013www.kimtasso.com© Copyright Kim Tasso 2013www.kimtasso.com
Skills training: A typical sales processSales cycle stage CompetenciesPlan & Aims Analysis. Planning (Situation. Goal. Strategy). Goal setting.
Self knowledge & organisation Self-awareness. Self-assessment. Time management. Information management. Project management. Client profiling.
Understand market Commercial acumen/insight. Market research. Social media.
Develop general proposition Marketing. Selling (Value propositions. Features and benefits). Creative thinking.
Targeting & Research Analysis. Research. Targeting methods. Planning. Action planning.
Network & Connect Social skills. First impression management. Non verbal communication. Engaging/conversation. Rapport building. Empathy. Trust building. Selling. Adding value. Follow up. Referrer management.
Pipeline and opportunity management Pipeline management. Opportunity management. Continuance and progression.
Exploratory meeting Preparation. Planning. Research. Rapport building. Empathy. Adaptive behaviour. Chairing. Communication (Questioning. Active Listening. Promoting dialogue). Selling (Needs identification. Qualification. Persuasion. Adding value. Opportunity identification). Meetings management. Problem solving.
Prepare specific proposition Selling. Key message development. Features and benefits. Research. Writing. Persuasion. Proposition development. Competitive positioning. Problem solving. Creative thinking. Pricing. Team management.
Pitch/solutions meeting Planning. Communications. Presenting (Persuading. Pitching. Formal tendering). Selling (Closing. Objection handling). Meetings management. Building trust.
Client care & service Service delivery. Client touch points. Nurturing relationships. Client records. Relationship building. Quality management. Satisfaction assessment. Social media.
Relationship development Remind & reassurance (Staying in touch). Adding value. Cross selling. Conflict resolution. Internal networking. Planning. Account management. Collaboration. Partnering.
© Copyright Kim Tasso 2013www.kimtasso.com
Further information in the blog at: www.kimtasso.com
© Copyright Kim Tasso 2013www.kimtasso.com
Kim Tasso BA(Hons) DipM FCIM MIDM MCIJ MBAPractical Marketing Consultancy
199 Argyle Avenue Whitton Twickenham TW3 2LR
Telephone: 020 8898 0631Mobile: 07831 687882
Email: kim@kimtasso.com www.kimtasso.comTwitter: RedStarKim
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