Sales Advisory
Client role play
Acting as the client, we provide the opportunity for sales teams to pitch in a 'real world' environment and benefit from our 30+ years buy side experience to really challenge the teams. Using industry and technical knowledge, this complements existing sales training, and brings a new dimension to answering the difficult questions, challenging poor or vague answers. We give constructive guidance on how to refine the sales messaging and content to have a competitive edge.
The results show that by presenting to an independent 'real life' client really makes a big difference from practicing with colleagues. By having the deep technical knowledge of the products, we can create a realistic environment and identify the areas that need more focus or refinement.
We also provide follow up 1-2-1 mentoring to support a sales person in refining their messaging, overcoming their weaknesses, and to be confident in their ability to answer difficult questions with ease and clarity.
Big deal mentoring
When you are managing a big deal, an extra pair of eyes can make all the difference. We work with the sales team, and critique and support them every step of the way. From the quality of an RFP response to presentation materials and critically, the presentation to the client. Using our extensive knowledge of how the competition manage big deals, and by mentoring the sales team through content, quality, style and presentation, we make the difference between managing a big deal similar to the competition, versus having a client focussed, relevant and industry leading approach, that has the competitive advantage and significantly increases the likelihood of winning the deal.
Win/loss deal review
Whether a piece of business is won or lost, it is equally important to understand the sponsors’ decision, and this is often best conducted by an independent party. With our bespoke question bank, we conduct detailed interviews and analysis with the sponsor and their consultants to help our clients understand the true win / loss criteria.
Sales pipeline advisory
From target market analysis, lead generation and cold calling plans, through to deal prioritisation, we advise on how to construct robust and achievable sales pipelines, and the successful techniques to move deals along to closure.
RFP governance and support
Not all RFPs need responding to. Our unique governance framework enables our clients to filter out only those RFP’s with a strong chance of success and not to waste time and resources on the ones that do not fit the framework.
Cross sell / upsell review and planning
Using various cross sell techniques, we review current wallet share, what and where the opportunities are, and design a plan to capture increased revenues.
Sales coaching and training
From junior sales teams to experienced professionals, our training program will deliver successful outcomes, have a more disciplined sales process and re-energised teams. We also coach individuals on specific deals and make sure they are pitch ready for making the best impact on the prospect.
Consultant engagement
Consultants are critical to sales origination and client retention and it is important that firms know which consultants to focus on, and how to best showcase their proposition. Our consultant engagement plan ensures the best exposure and coverage with all the major consultants
Client & Revenue Protection
Client Satisfaction survey and analysis
What do your clients really think about you? Knowing what clients think about your products and services is essential. We know that when clients talk to an independent firm, they are more honest and willing to provide more details through discussion with us, than they normally would directly with their service provider.
We interview your clients and other internal or external stakeholders and create a clear picture of what is going well and what isn't. The analysis we provide enables simple and clear action plans to be put together and tracked until the next time we conduct the survey, enabling you to measure progress and improvements.
Relationship recovery plan
For a relationship in trouble, the recovery needs to be fast, tangible and measurable on both sides. Clients often leave an organisation because they have not been heard, their issues have not been addressed, and the integrity of their brand is at risk.
Our recovery plans address all the factors that have caused the relationship to fail and put a plan in place that collaboratively identifies and systematically addresses each issue until both parties return to a positive relationship.
Where client demands are unreasonable, this is called out and where requirements simply cant be delivered, this is openly dealt with and alternative arrangements made.
Client Service and Relationship model design
The client touch points into organisations have a critical effect on the overall relationship, and with COVID-19 these touch points were tested to the limit.
Using our own “9 point Relationship Matrix” we design client facing models to suit the most demanding clients which include multiple global entry points, management reporting tools, proactive client management and virtual team plans.
To safeguard revenue and to cross sell, relationship management requires a certain skill set, and the use of rapport building techniques which we share and advise on. Our relationship management models ensure effective engagement with the appropriate people at the client level, and as importantly, within the suppliers organisation.
Industry survey management
success in industry surveys is a powerful marketing tool. With unrivalled success in managing industry surveys, we can help asset servicers climb the rankings and achieve consistent success year after year. Our tried and tested model is proven to deliver results whilst improving client satisfaction too.
Cost Analysis
Client Change governance and charging models
Managing client change requests can be a major cost component to any relationship if not handled efficiently. Often the client change request is agreed to without sufficient assessment, often it is bespoke to one client and cannot be re-used, and often it is not appropriately charged for even if it is a major expense to the business.
Our client change models ensure a comprehensive change governance model in is place that suits the supplier and its clients. With a suitable charging process, the recovery of 105%+ of client change costs is possible which in turn helps to fund the mandatory and regulatory change undertaken.
Clients increasingly recognise that individual and bespoke processes ultimately add risk and complexity to the service they receive and with proper ‘project office’ assessment, analysis and governance around change requirements, both parties will arrive at mutual understanding on implementation and costs.
Client and Product profitability
With increased pressure on adding new revenue, it is uncommercial if the fee tariff or the products themselves are not profitable. Whilst one product often subsidises another, profitability at a client level once established can dictate the basis of the relationship going forward.
At a product level, it can determine the level of investment and overall strategy necessary to keep the product in the portfolio or not. We can apply a number of different models to show profitability at client sector or individual client level, as well as at product level.