How I Do It
A typical project has three phases:
- the discovery phase, where I find out everything I need to know about your business;
- the strategy phase, where I work closely with you to create an appropriate and compelling sales and business development strategy; and
- the operational phase, where I work with you and your staff to bring that strategy to life.
During the discovery phase, I’ll take the time to understand who your clients and prospects are and what they want from you. I’ll talk to your staff and your customers. I’ll look at your existing strategy, your processes, your team.
All these insights inform the sales and marketing strategy I’ll subsequently present you with. I’ll use my experience to validate what you’re doing already, to suggest a few tweaks or to present a completely new approach.
This rarely requires a huge investment though. More often than not, I’ve found that it’s about refocusing existing efforts, suggesting a slight change of tack or plugging gaps in the current structure.
When it comes to operationalising the strategy, I can be as hands-on or hands-off as you see fit. I can work as an integrated part of your team or merely provide additional advice, guidance, mentoring or key account management as needed.
Plus, if the strategy demands further, more specialist resource, I can call on an extensive network of contacts to source appropriate, cost-effective support as required.