Convey Consulting HR

Paula Green-Watters© Copyright 2015 Convey Consulting Pty

Ltd

Collect. Connect. Close

CO

LLEC

T

“You can have data without

information, but you

cannot have information

without data”Daniel Keys Moran

Fully understand the organisation's offerings - services & products

Establish what offerings have had the greatest & the least impact & why

Map the client journey, pre & post-sale

Review Marketing Plan & understand results of any recent SWOT data

Gather insights into current client base & prospective clients on the organisation’s radar

Establish themes in key careabouts of current & prospective clients & how these align to the organisation's offerings

Understand competitor behaviour & recent developments

Understand current & pending tenders

© C

op

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Pty

Ltd

CO

NN

EC

T

With Who?

Stakeholders & Consultants Business NetworkKey Decision Makers - Selection of current & prospective clients

How?

Respectfully & Authentically

Strategically & Tactically

Swiftly & Professionally

Understanding key problemsOffering help and adviceCreating rapport & trustSteering conversations to educateStimulating thought leadershipGenerating interest & positive affirmationFocussing on the present & advising not selling

Altruism at it's Best

Utilising multiple target driven mediums aligned to the organisation's communication, marketing & advertising

plans

© C

op

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Pty

Ltd

CLO

SE

Enable

AttentionInterestDesireAction

Empower

Aim to have the client or prospect close the deal themselves

If not, ‘ask for an agreement’ & negotiate respectfully.

Clarify the key points of discussion and what has been agreed. › Agreement Reached – Secure dates for follow-

up /commencement› No Agreement Reached – Seek reservations,

overcome barriers. Fill the gap

Follow Up. Follow Up. Follow Up

Evaluate “Did the service / product meet your expectations?”

Maintain contact & control. Build on the relationship©

Cop

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Pty

Ltd

Team Collaboration

© C

op

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Pty

Ltd

Coffee time

DECISION MAKERS

INFLUENCERS

Movers & Shakers

Key stakeholders

Business Development

© C

op

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Pty

Ltd

BU

SIN

E D

EV

ELO

PM

EN

T

Bu

siness n

etw

ork

ing

"It's not w

hat y

ou

kn

ow

, it's wh

o y

ou

kn

ow

..“

• Easiest/cheapest to get but no future expansion

• Better option but no client base expansion

• Growth in client base but limited future expansion

• Need innovative products • and services but the easiest way • to grow the business

The real growth area but expensive and harder to accomplish

Additions to Existing Client Contracts

New Contracts with Existing Client

Traditional Line of Work withNew Clients

NewKinds of Work with Existing Clients

New Kinds of Work with New Clients

Lead Generation Options

© C

op

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Aim

Prospect List

Qualifying Prospect List

Lead Generation

Package Issue

Lead Generation Follow-Up

Meeting / Exploratory

based Presenting

Proposal Presenting

Build on & Sustain

Relationships

a) Secure Work – Deliver on Promise

b) No immediate Need – keep in touch

a) Interested / Immediate Need – Take Action

b) No Need – keep in touch

What’s next?©

Cop

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Pty

Lt

d

SummaryPersonal philosophy on selling products and services:

“My job isn’t to sell, it’s to help”

New business generation approach:

“Collect. Connect. Close”

Business development methodology:

“Securing new & existing clients, offering innovative solutions to address key and real concern areas”

© C

op

yri

gh

t 2

01

5 C

on

vey C

on

sult

ing

Pty

Ltd