RISE Strategies to dramatically increase win rate, lower cost of sales and improve engagement for large complex sales opportunities. Radically Improved Sales Engagements
Contents Page 2
Here’s The Deal
3
Key Opportunities & Issues
The Large Deal Climate
Consultancy Methodology
4
Corporate Deal Strategy Organisational Value Proposition
5
Best - In - Class Process
6
Effective Governance
Your Sales Ecosystem
Risk Mitigation
7
Teaming & People
8
The Performance Case
9
Metrics
Establish a step change
The Facts
The Facts
10
The Core Team
12
Contact Us
Meet the team
Get in Touch
THE LARGE DEAL CLIMATE
Here’s the deal Winning large, complex deals is an extremely costly and time consuming process. With costs that can run into seven figures, your investment requires the same management rigour you put into other aspects of running a successful business. Radically Improved Sales Engagement (RISE), will bring a deal-winning philosophy, through focused teams, working to standard and globally consistent world-class methods and processes in dedicated local facilities. The compelling business case: - Greater win-rate, improved sales effectiveness and reduced bid costs - Increased local capability to win strategic deals - Implementation costs are relatively small, benefits are high, up to 70% reduction in bid costs.
2
Consalia Brochure - RISE
Working in partnership with leading pursuit teams, Consalia has developed a rapid implementation plan to transform your bid-engine. Through effectively addressing the key issues that are holding back your sales efforts on complex pursuits and by implementing best-in-class processes, these benefits can swiftly be realised. RISE follows a 5 step approach: Evaluate the key opportunities and issues Develop an holistic unique corporate deal strategy Implement a best-in-class pursuit process Execute a deal winning governance framework Ensure the right people are in the right roles The result, dramatic improvements to your bottom-line.
CONSULTANCY METHODOLOGY
Key Opportunities & Issues Step 1: It is perhaps surprising how many organisations do not have a clear, agreed and fully communicated elaboration of their value proposition. We believe that improved sales performance requires a clearly defined and unique organisational value proposition, supported by effective sales processes and governance models, implemented by a team with the right skills and competencies. All of this underpinned with a winning mindset. Our approach therefore starts with an initial consultancy project. We evaluate the key opportunities your organization has. We do this by studying your organizational strengths and weaknesses; your processes and governance models; and conduct an audit of your existing skills and mindset. We will evaluate win loss reviews, interview customers and calibrate your perception of your strengths
with theirs, we will interview your sales team and assess their skills and performance levels. We benchmark this against what we see as best practice in other organisations and work with you to define the gaps and work out the best way to accelerate your performance. Our goal is not a ‘‘me too’’ approach. So yes, we will leverage our experience of world-class organisations selling systems, but we aim to help you to create your highly unique and effective sales system for winning large deals.
3
ORGANISATIONAL VALUE PROPOSITION
Corporate Deal Strategy Step 2: Following evaluation and validation of the issues, we move on to ensuring that there is a corporate deal strategy strongly orientated with a ‘Focus to Win’. This starts with developing a joined-up Deal Strategy through creating a winning value proposition for the organisation. A winning culture needs to be instilled. It is about making deals not chasing deals. It is important to develop and infuse into the organisation one view of the world you offer and at all times develop and maintain a competitive edge. Finally it is important to create a structured approach to innovation in the deal making process. We do this through the award winning WVP ¨ programme. Created by Consalia, it includes numerous propriatory frameworks.
4
Consalia Brochure - RISE
- 3rd Perspective Thinking for creative, ‘out of the box’ thinking. - Use of extensive resource of analyst services for customer insights. - Market orientation and creation of ‘WinThemes’ for internal and external communication. - Creation of a Winning Value Proposition. - Review of tangible and intangible assets to create value. With a winning strategy in place, we next ensure best-in-class processes are implemented.
“ Proactive Creativity™ and Tactful Audacity ¨ are the winning mindsets required to chase complex deals” Dr Philip Squire, CEO Consalia
YOUR SALES ECOSYSTEM
Best- in- Class Process Step 3: Best-in-class deal processes are anchored to a winning deal philosophy, that puts the potential customer at the heart of all you do. Focus and think like the customer. Understand the customer value/benefits. Listen and lead the customer. Reinforce the win themes, stressing the relevance of corporate capability. Adopt a partnership approach, reinforcing a cultural fit. We will provide standardisation of the end-to-end approach and the tools, to enable you to successfully execute winning deals. We will help you utilise a common Win Engagement Plan and implement standard templates for streamlined, concise communications plans for the key stakeholders. We will support you to ensure that each opportunity commences with a robust, formal Kick-Off Workshop.
processes which we will customise jointly with your team to suit the specific needs of your organisation. These include internal stakeholder plans, standard pursuit organisational charts, common issues, solution change and risk management logs, budget tracking and reporting, structured pursuit planning and review schedules, deal by deal resourcing, coordinated proposal production and negotiation structuring and planning.
“ Focus and then think like a customer.� Dr Philip Squire, CEO Consalia
We have best-in-class tools and
5
RISK MITIGATION
Effective Governance Step 4: How many times do you say after a lost opportunity “perhaps we shouldn’t have bid this”. We will look at how compelling are the business cases for approving major pursuits. Whether your review process is timely, clear and consistent. What quality checks are in place? Is Delivery adding appropriate risk and issues into the solution? How effective is your Sales Operations and cadence? Given that strategic deals can drain your cash reserves, it is crucial to establish a rigorous qualification method and process. Consalia has built the mechanism to qualify hard and early against strategic guidelines. Effective qualifications is about asking the questions and listening to the answers. Be honest with yourselves!
Qualifying out will cause friction and can sometimes be overridden for the ‘good’ of the account relationship. There may be passion from some leaders to fill the pipeline at any cost, the ‘King’s clothes syndrome’. Qualifying right, is the key to optimising your sales budget. We will help you develop a constant review execution process, with a standard agenda, built on deal relevance. A standard bid pack, introduction of concept reviews assist you with ensuring that you have skilled reviewers checking and challenging the bid. And to ensure that the costs stay on track, we provide you with the process and tools to manage and maintain a constant bid budget.
“ Qualify hard and early and you will optimise your cost of sale.” Dr Philip Squire, CEO Consalia
6
Consalia Brochure - RISE
ESTABLISH A STEP CHANGE
Teaming and people Step 5: At the end of the day, winning deals is all about people. Having the right people, in the right roles, performing the right tasks. Consalia understand what it takes to enable this and will unlock your talent through a consistent organisational model, with pre-defined roles and responsibilities. Utilising an approach for accelerated team dynamics against a strong process model. We advocate empowered deal makers with delegated boundaries and common processes. The deals teams will have constant industry job specifications for all key staff (Sales, Bid Management, Solution Architects, Finance and Pursuit Management). This will enable you to develop the people and a culture to ‘Make deals, not ‘Chase deals’. To educate people to under-
stand drivers in the board room. Provide your staff with established career paths, through appropriate training and skills development Consalia has created a Masters programme for sales leaders and sales executives selling large and complex solutions. Its MSc in Professional Practice Leading Sales Transformation is geared for sales managers. Our MSc in Professional Practice Sales Transformation is geared for those selling to large and complex accounts. We now have a quick route to market for those organisations who want to: - Measure the outputs of training. - Provide a track for high potential employees. - Encourage a culture of thought leadership and innovation.
7
THE FACTS
The Performance Case From 2004 to 2006 we embarked on global doctoral research projects on how large companies wanted to be sold to? This research defined four key mindsets required to win large deals. -
Audacity ®
Tactful Proactive Creativity ™ Client Centricity Authenticity
One of the worlds largest IT outsourcing companies was interested in transforming their sales force suing the Mindset approach to underpin their sales process. From 2006 - 2009 we worked on 20 large deals with one half of the firms large deal pursuit team. Seven of these deals we qualified out of, saving millions of dollars in pre sales costs. Of those that were pursed a 73% conversion ratio was achieved. Results were compared with the other half of the firm’s sales team. The comparison was
8
Consalia Brochure - RISE
quite staggering. Conversion ratios were more than twice as effective with those teams adopting the mindsets. Further metrics are shared on the next page. Since then we have significantly invested in developing our service offering in this area. We have now developed an integrated approach to helping our customers develop both organisational as well as deal specific capability. We do this through the resources of key stakeholders and shareholders as well as directly employed staff. These capabilities enable us to work with you to develop your unique sales enablement system around large deals. Consalia’s Radically Improved Sales Engagement (RISE) will transform your bid-engine, bring-
THE FACTS
Metrics ing a deal-winning philosophy, enabling you to achieve greater win-rates, improved sales effectiveness and reduced bid costs. Implementation costs are relatively small, benefits are high. By effectively addressing the key issues which are holding back your sales efforts on complex pursuits and by implementing bestin-class processes, dramatic improvements to your bottom-line can swiftly be realised.
•
$1 billion largest deal closed in 2012 using Consalia's WVP® methodology and mindset framework
•
Largest deal in Asia closed in 2012 for mid sized software company – license revenues up from $1.5 million to $5 million
•
Consalia helps reduce cost of sales from 9.16% to 2.16% for one of worlds largest IT outsourcing companies. From 20062008.
•
Conversion ratios on all live deals supported by Consalia is currently running at 70% - from 2006 to 2012
•
1st ever Masters in Sales Transformation launched by Consalia in 2012
•
UK National Training Award wins based on Consalia’s WVP ® programme 2009 (Hewlett Packard) and 2010 (PRGX).
•
RISE created in 2012 provides an integrated approach to companies selling large deals by leveraging key skills from different core practice areas globally.
MEET THE TEAM
The Core Team
Photograph yet to be taken
10
Creative Deal Making:
Process & Governance:
Dr Philip Squire
Andrew Trender
Phil Has specialsied in winning large large deals since 2004. His ground breaking global research into the mindsets required to win large deals has underpinned Consalia’s award winning WVP ® programme for complex deals. He has worked with the large deal teams in Hewlett Packard, T Systems, Logica, Siemens helping them to develop the right mindset to win. He is also the architect of the world’s first Masters in Sales Transformation for those selling complex solutions, in conjunction with Middlesex University.
Andrew has over 25 years of experience in the IT industry with IBM, HP, EDS and Logica. He specialises in supply chain management, alliance management and complex international outsourcing sales. His main focus is on developing and implementing an environment that supports the sales teams in closing deals in the most effective way; in conjunction, providing management with industry best practice communications, governance and reporting.
Consalia Brochure - RISE
MEET THE TEAM
Photograph yet to be taken
Consulting:
HR & Consulting:
Ian Helps
Beatriz Cambell
Ian has worked for major companies, including BP, Shell and E.ON, where he held a variety of roles including strategy manager and European business development manager, focused on major transnational deals. Whilst at Shell, he was a global consultancy manager, where he launched and turned around businesses throughout the world. He has also been on the supplier side, as VP of global accounts for Invensys plc,
Beatriz has over 15 years experience in HR working on all asppects of recruitment and selection processes including testing, interviewing and reports, hiring contracts, wage management. She is expert in head hunting, development of Competence Based Management Models and Assessment and Development Centres. Before joining the Consallia team in 2000 Beatriz has been employed by Renault and Manpower.
He a member of the Practice Advisory Board for the Cranfield MSc in Strategic Marketing. 11
GET IN TOUCH
Contact Us
London
Singapore
Consalia Ltd The Glasshouse 5a Hampton Road Hampton Hill Middlesex, TW12 1JN UK
Consalia Asia Pacific Pte. Ltd 8 Temasek Boulevard #42-01 Suntec Tower Three Singapore 038988
T: +44 (0)20 8977 6944 E: psquire@consalia.com W: www.consalia.com @Consalia
12
Consalia Brochure - RISE
T: +65 9732 3181 E: csim@consalia.com
About Consalia Consalia is a joint venture formed by three of Europe’s largest and well-respected consulting groups: Praxi, Development Systems and ITC Network. We have a combined turnover of €35m, with 400 salaried consultants, and 20 offices in Europe and the Americas. In addition, Consalia has affiliate partners in many European and Asian countries and a further 200 associates.
Copyright © 2013 Consalia