Some consultants advise you only on what to do. Others such as The Allen Group, advise you on what to do and help you implement the solutions.
Whether you need Business Development solutions to deal with entire markets or specific major accounts, we've got the proven expertise and resources to help. We've done it in several industries, for clients large and small, and we've done it for decades!
From corporate Marketing Plans and Sales Strategies, to working closely with a Major Account team to land a big contract, we work shoulder to shoulder with our clients to deliver results.
Here are a few examples of recent client assignments:
Major Account Planning
We developed the approach for Accenture, refined it based on market dynamics and varying client requirements, and have honed it to a results-driven, not a conceptual approach. It works and we've got the metrics to prove it! One client improved average contract size 40% over two years using our methodology.
The Critical Presentation
It's all on the line. Their decision makers are together and we have one hour to "tell our story". This is a major opportunity and we want the best Presentation and delivery mechanics to pull it off.
All of us at The Allen Group have been in that position. As employees and as consultants we've won multi-million dollar contracts. We understand how to present to management and to groups of decision makers. The bottom line ... we know what works and what doesn't.
For the most important opportunities, we have several retired CEO and COO executives from major companies on retainer to review the presentation and the delivery to insure you are at the top of your game.
Don't take a chance with a vital opportunity, contact Bob Heckman.
The Sales Audit
During the Sales Audit we look at how your company goes to market currently and then we roll up our sleeves and make sales calls with your sales team, distributors, and business partners. We interview customers and prospects, management, customer service teams; whoever can provide insight into today's approach. We even take a look at what your competitors are doing and round it out by studying Best Practices from other industries.
Then we summarize the findings and recommendations in practical, manageable terms. Once we've hammered out the plan together, we'll stay and help you implement the approach, assuming that meets with your approval.
Why do the Sales Audit in the first place? Experience says that a small team of knowledgeable, objective sales veterans will detail meaningful opportunities for improvement ... or validate that you've got it right! Not much to lose, is there?
Win/Loss Debriefings
Don't undertake Win/Loss Debriefings yourself!! Neither you or the prospect are objective about the situation. Often they won't level with you because they don't want to jeopardize the salesperson. They'll tell you that you competed well and it was a difficult decision ... and you were so close. What they won't share is the real story and we can help get the facts directly from the executives making the final decision.
Here's an interesting observation. Many companies conduct Loss debriefings, but you'll learn just as much or more from a Win Debriefing. When you win a contract, wouldn't you like to know who was second and why? Who had the best or most interesting approach? Or proposal? Or pricing? How did they really make the decision; oh, we know we did the best job ... but what really cinched the deal? Who in the organization liked a competitor, what did they do that we can learn from?
Executives will share the answers to these and other questions and we know how to get the job done. Doesn't it make sense to learn from these major opportunities?
For more information on our sales consulting services, please or call us today.
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