Your SlideShare is downloading. ×
Praxes Group Capabilities Overview
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Praxes Group Capabilities Overview

492
views

Published on

Praxes Group: We assess, design and implement effective growth strategies for (and with) our clients.

Praxes Group: We assess, design and implement effective growth strategies for (and with) our clients.

Published in: Business, Education

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
492
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Who We Are Business Developers Project Managers Financial Managers Advisors Sales Managers Board Members Strategists Trainers/Coaches Sales Professionals 2
  • 2. How We Got Here Original model launched in 1998 Taking advantage of deep pool of experienced talent Recognizing that consultants need advice too Emphasis on helping clients achieve “Best and Highest Use” of internal and external resources 3
  • 3. Issues We Address The “Seller/Doer” Cycle Limited or stagnant Circles of Influence Missed opportunities to establish “Beachheads” in new markets Weak or invisible new business pipeline Revenue flow overly dependent on a handful of key individuals (succession planning) Prior failures to implement traditional “sales training” Limited or zero visibility into the firm’s relationship universe 4
  • 4. We Work With: Strategy/Management/Technology Consulting Firms Decision Analysis Organizational/Leadership Development Software Development Business Intelligence Brand Strategy Private Equity Due Diligence Data Visualization Product Innovation Lotus/SAP Custom Development Sarbanes Oxley Compliance And more… 5
  • 5. Our Clients Work For: High Tech Pharmaceuticals Telecomm Biotech/Medical Defense Devices Financial Services Energy/Power Manufacturing Private Equity Consumer Packaged Retail Goods Publishing Chemicals Healthcare Radio and Television Hospitality 6
  • 6. Growth Specialists We assess, design and implement effective growth strategies for (and with) our clients. 7
  • 7. Assess… 8
  • 8. Been there, done that Sales process Leadership Executive coaching/mentoring Professional Development Business Development skills And… 9
  • 9. Individual Performance Style 10
  • 10. Individual Ambition 11
  • 11. Team At a Glance (TAG) 12
  • 12. CRM Assessment We have close to 30 years of real world experience designing, building and integrating CRM/SFA solutions that work for Professional Service Firms 13
  • 13. Design… 14
  • 14. An integrated approach Thought Leadership (White Papers, Articles, etc. – Timely and Topical) Speaking Engagements Events Attendee - Exhibitor Networking 1 on 1 Meetings Emails Phone Calls Press Releases Social Media Webinars Hard Mail Mass Marketing 15
  • 15. Implement… 16
  • 16. How We Work Our commitment to our clients is that we will: Listen to you. Understand your short and long-term objectives. Understand your culture. Understand your products and services. Recommend and design a strategy that addresses challenges and root causes. Implement that strategy with you. Quantify success with you at critical points along the way. Be nimble and suggest tactical changes as appropriate. Focus on results, not quot;feel goodquot; metrics. Help you grow your business. 17
  • 17. Growth “All growth depends upon activity. There is no development physically or intellectually without effort, and effort means work.” -- Calvin Coolidge (1872 - 1933) 18
  • 18. Now… What about you? 19
  • 19. Training and process are great but… Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 SOLUTION SELLING Account Prospecting Qualifying Proposal Decision PROCESS STEPS Management Generate new prospects Probe and assess needs with Evaluation plan to Negotiate terms and Complete the work (deliver (via referrals, prospect/ customer demonstrate to decision- conditions the product/service) SALES PROCESS networking, trade maker your ability to meet associations, Create a buying vision that their business needs Close the sale ACTIVITIES AND Follow-up with the conferences and maps product/service to MILESTONES customer: targeted cold calls) business needs Assess potential (revenue forecast, internal 1) Closed Loop Deliver proof to target that dependencies) Look at existing Interviews needs can be met customer base for 2) Penetrate and Ask for the business opportunities Radiate 3) Non-Transactional Issue the proposal Identify communciations influencers/buyers within target company Buying vision and Value demonstrated and Satisfied customer Initial sponsor Signed Agreement GOAL access to proposal submitted (repeat business, identified decision- decision-maker reference) CUSTOMER BUYING Identify business Determine Implement and Evaluate options Negotiate PROCESS needs requirements evaluate success 20
  • 20. You need to think it through Phase 5 Phase 2 Phase 3 Phase 4 Phase 1 SOLUTION SELLING Account Prospecting Qualifying Proposal Decision PROCESS STEPS Management Generate new prospects Probe and assess needs with Evaluation plan to Negotiate terms and Complete the work (deliver (via referrals, prospect/ customer demonstrate to decision- conditions the product/service) SALES PROCESS networking, trade maker your ability to meet associations, Create a buying vision that their business needs Close the sale ACTIVITIES AND Follow-up with the conferences and maps product/service to MILESTONES customer: targeted cold calls) business needs Assess potential (revenue forecast, internal 1) Closed Loop Deliver proof to target that dependencies) Look at existing Interviews needs can be met customer base for 2) Penetrate and Ask for the business opportunities Radiate 3) Non-Transactional Issue the proposal Identify communications influencers/buyers within target company Buying vision and Value demonstrated and Satisfied customer Initial sponsor Signed Agreement GOAL access to proposal submitted (repeat business, identified decision- decision-maker reference) CUSTOMER BUYING Identify business Determine Implement and Evaluate options Negotiate PROCESS needs requirements evaluate success 21
  • 21. You need to think it through What do we know about our clients? What does our “Organizational Rolodex” look like”? What are the key business drivers in our marketplace? What do we say to “virgin” prospects? How do we balance business development activity against billable work? How do we manage the Opportunity Pipeline? How do we defend against competitive pressure? How do we build new business momentum and maintain it? How do we differentiate? Phase 5 Phase 2 Phase 3 Phase 4 Phase 1 Account Prospecting Qualifying Proposal Decision Management 22
  • 22. Sample Project Timeline: Restaurant/Healthcare PA 60 days 90 days 120 days 150 days 180 days 210 days Foundation Foundation Setting Setting Craft/Refine Craft/Refine written materials written materials Trial by Fire/ Trial by Fire/ Message testing Message testing Momentum building Momentum building Momentum/Conversion Restaurants Healthcare 23
  • 23. Contact Us 865 Spring Street Westbrook, ME 04092 207-772-1178 www.praxesgroup.com 24

×