<ul><li>Please Check Out: </li></ul><ul><li>Perfecting Your Military Sales Call </li></ul><ul><li>Teaming 101: A Winner’s ...
<ul><li>Assume the client has NOT read the read-ahead package </li></ul><ul><li>Review the meeting agenda and allow client...
<ul><li>Their Strategic Teaming Relationships are a  “One Time Good Deal” </li></ul><ul><li>Their Fantastic Pipeline is  P...
<ul><li>Does Your Growth Depend on Bluebirds the Size of Elephants? </li></ul><ul><li>Sales Heroes are Great - A Measurabl...
Opportunity Pipeline Revenue Projection <ul><li>Pipeline fantasies rarely result in fantastic revenue.  Stakeholders want ...
Knowledge Database System Change & Modification Suggestions (into an “ECPs” Job Jar) Feedback on how well it meets BD & BU...
IDEA GOOD, FUNDED IDEA GOOD, FUNDED, BIDDABLE IDEA PROPOSE GOOD, FUNDED, BIDDABLE IDEA EXPAND/ RECOMPETE GOOD IDEA Decisio...
<ul><li>Measure Capture Team Progress against objective “Where We Should Be” model. </li></ul><ul><li>Employs Capture Mana...
<ul><li>Competitive Analysis and Teaming Strategy (CATS) Tool   </li></ul><ul><li>Models Capture Team assumptions </li></u...
<ul><li>Dedicated, Experienced Capture Management </li></ul><ul><ul><li>Serve as Your Capture Manager on “Must Win” Deals ...
About Senior Executive Services <ul><li>CONTACT US: </li></ul><ul><li>Website www.seniorexecutiveservices.com </li></ul><u...
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Bill James Consulting Offerings

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Description of services offered to clients by Bill James of the Senior Executive Services Talent Team of independent consultants. Contact info@seniorexecutiveservices.com.

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Bill James Consulting Offerings

  1. 1. <ul><li>Please Check Out: </li></ul><ul><li>Perfecting Your Military Sales Call </li></ul><ul><li>Teaming 101: A Winner’s Guide to Success </li></ul><ul><li>Incentive Compensation Planning </li></ul><ul><li>Opportunity Pipeline Revenue Projection </li></ul><ul><li>Capture Team Progress Assessment </li></ul><ul><li>Competitive Analysis and Teaming Strategy </li></ul><ul><li>Capture Management & Proposal Support </li></ul>What I Can Do For You I specialize in helping companies grow and expand their business by constructing successful sales strategies customized to the company’s needs and capabilities. My Background: - 20 years DoD Civil Service, GS-1 to SES - 10 years Federal Market Business Development Executive - Consultant and Manager of Senior Executive Services, Inc. - See: www.seniorexecutiveservices.com/consultants.html#BillJames or www.linkedin.com/in/billjames411 Consulting Offerings: What I Can Do For You Bill James
  2. 2. <ul><li>Assume the client has NOT read the read-ahead package </li></ul><ul><li>Review the meeting agenda and allow client to modify it </li></ul><ul><li>Assume all leave-behinds will be seen by your competition </li></ul><ul><ul><li>Don’t include secrets in leave-behinds </li></ul></ul><ul><ul><li>Do send messages to your competition </li></ul></ul><ul><li>Use your 2 ears and 1 mouth in that ratio </li></ul><ul><li>Awkward silence is a powerfully good thing </li></ul><ul><li>Be respectful to your client and about your competition </li></ul><ul><li>Propose a solution to &quot;What keeps him/her awake at night?&quot; </li></ul><ul><li>Educate the client about something they don’t know </li></ul><ul><li>Ask for the next steps to the sale </li></ul><ul><li>Finish early </li></ul>(This is 1 slide of a detailed, insider’s instruction on the unwritten rules of making a sales call on a military client.) Perfecting Your Military Sales Call Perfecting Your Military Sales Call
  3. 3. <ul><li>Their Strategic Teaming Relationships are a “One Time Good Deal” </li></ul><ul><li>Their Fantastic Pipeline is Pipeline Fantasy </li></ul><ul><li>Champagne Expectations but Beer B&P Budget </li></ul><ul><li>Their Reason for Bidding is “Client is Unhappy with Incumbent” </li></ul><ul><li>Win Strategy is “Protest After We Lose” </li></ul><ul><li>Capture Plan is: “I Hope This Works” </li></ul><ul><li>Management Approach is: “Bait, then Switch” </li></ul><ul><li>Technical Solution to Appear via “Divine Revelation” </li></ul><ul><li>Pricing Strategy is: “Get Well Soon” </li></ul><ul><li>Win Theme is: “Pity Us” </li></ul>(This is 1 slide of a detailed, insider’s instruction on how to Team Successfully for Federal Opportunities.) Teaming 101: A Winner’s Guide to Success Teaming 101 Top 10 Reasons Why You Might Have the WRONG Partner
  4. 4. <ul><li>Does Your Growth Depend on Bluebirds the Size of Elephants? </li></ul><ul><li>Sales Heroes are Great - A Measurable Sales Process is Better </li></ul><ul><li>Tailor Compensation Plans to Achieve the Productivity You Need </li></ul><ul><li>Differentiate Compensation Plans for Better Results </li></ul><ul><ul><li>Strategic Business Development Compensation Plans </li></ul></ul><ul><ul><li>Task Order Sales Commission Plans </li></ul></ul><ul><ul><li>Capture Managers and Capture Team Participants Pool Plans </li></ul></ul><ul><ul><li>Pipeline/B&P Budget Analyst Plan </li></ul></ul><ul><li>Create Position Descriptions to Recruit & Retain Top Talent </li></ul><ul><li>Create, Communicate, and Control Compensation Expectations </li></ul><ul><li>Tailor Goals & Metrics to Your Company’s Size & Culture </li></ul><ul><ul><li>Base, Pipeline, Submittals, Revenue, Margin, Growth Components </li></ul></ul><ul><ul><li>In Line vs Corporate Business Development Organization Models </li></ul></ul><ul><li>Sales People Are “Coin Operated”. Their Success = Your Success! </li></ul>Incentive Compensation Planning Incentive Compensation Planning
  5. 5. Opportunity Pipeline Revenue Projection <ul><li>Pipeline fantasies rarely result in fantastic revenue. Stakeholders want revenue projections based on well documented, generally conservative pipeline assumptions. </li></ul><ul><li>This proven approach reviews and analyzes your pipeline to objectively confirm opportunity assumptions and revenue projections. </li></ul><ul><li>Pipeline Analysis Includes: </li></ul><ul><ul><li>Revenue Projections by month </li></ul></ul><ul><ul><li>Factored Expected Valuation </li></ul></ul><ul><ul><li>Employ any Win Probability model </li></ul></ul><ul><ul><li>Variable “Slip” Factoring </li></ul></ul><ul><ul><li>Produces Projected B&P Budgets </li></ul></ul>Pipeline Revenue Projection Tool Project Revenue From Your Pipeline
  6. 6. Knowledge Database System Change & Modification Suggestions (into an “ECPs” Job Jar) Feedback on how well it meets BD & BU needs Design of Knowledge Capture, Store & Retrieve Front End and Back End BU Feedback - Resumes - Sample Contracts - Teaming Agreements - Past Performance Citations - Proposals - Proposal Processes - Graphics Library - Press Releases - Cut Sheets referenced to Past Performance citations - Opportunity Documents - Step/Phase ReviewDocs Business Development GWAC/IDIQ/FLEX Contract Vehicles Capture & Proposal Center Operations Marketing Communications Knowledge Database Directly Supports Growth Engine CIO/CTO Technical Support Knowledge Database & Growth
  7. 7. IDEA GOOD, FUNDED IDEA GOOD, FUNDED, BIDDABLE IDEA PROPOSE GOOD, FUNDED, BIDDABLE IDEA EXPAND/ RECOMPETE GOOD IDEA Decision Gate 0 Review Decision Gate 1 Review Decision Gate 2 Review Decision Gate 3 Review Opportunity Review Process Phase 0 Overhead <ul><li>Strategic Account Plans </li></ul><ul><li>Specific business Area Plans </li></ul><ul><li>White Papers </li></ul><ul><li>Business Case </li></ul><ul><li>Do we have an advantage we can exploit on this opportunity, e.g. past performance, relationships, technology, geographic market dominance, contract vehicle? </li></ul><ul><li>Can we succeed? </li></ul>$ Produc t s Focus Award Proposal Pursue Qualified Business Case Development Phase 4 Phase 3 Phase 2 Phase 1 B&P / Overhead B&P Overhead / B&P Overhead Overhead <ul><li>Task Orders </li></ul><ul><li>Contract mods </li></ul><ul><li>Complete proposal development </li></ul><ul><li>Full capture plan development/execution </li></ul><ul><li>Initiate Capture Plan template </li></ul><ul><li>Strategic Account Plans </li></ul><ul><li>Specific business Area Plans </li></ul><ul><li>White Papers </li></ul><ul><li>Growth </li></ul><ul><li>Add-ons </li></ul><ul><li>T.O.s </li></ul><ul><li>Directing work to other vehicles </li></ul><ul><li>Customer satisfaction </li></ul><ul><li>Performance </li></ul><ul><li>Exploit competitors’ weaknesses </li></ul><ul><li>Procurement changes </li></ul><ul><li>DRFP/RFP similar </li></ul><ul><li>Budget changes </li></ul><ul><li>Programmatic changes </li></ul><ul><li>Competition changes </li></ul><ul><li>Risk </li></ul><ul><li>Revenue </li></ul><ul><li>Profit </li></ul><ul><li>Teaming 80% complete </li></ul><ul><li>Positioning </li></ul><ul><li>Discriminators </li></ul><ul><li>Price-to-win </li></ul><ul><li>Design-to-win </li></ul><ul><li>Perform-to-price </li></ul><ul><li>Revenue </li></ul><ul><li>Profit </li></ul><ul><li>Risk </li></ul><ul><li>Potential follow-on </li></ul><ul><li>Competition </li></ul><ul><li>It is real </li></ul><ul><li>It is funded </li></ul><ul><li>We can compete </li></ul><ul><li>Program Budget/line item </li></ul><ul><li>Client champion </li></ul><ul><li>Mission need </li></ul><ul><li>Political environment </li></ul><ul><li>Breakout or kill potential </li></ul><ul><li>Wired/open </li></ul><ul><li>Set aside/open </li></ul><ul><li>Value to SI </li></ul><ul><li>Business Case </li></ul><ul><li>Do we understand objective and how to get there? </li></ul><ul><li>Can the market be segmented to meet our skill set? </li></ul><ul><li>Where can we fit? </li></ul><ul><li>What is the market potential? </li></ul><ul><li>Can we succeed? </li></ul>Expand Bid Pursue Approval Qualified Approval Interest Approval Market Survey
  8. 8. <ul><li>Measure Capture Team Progress against objective “Where We Should Be” model. </li></ul><ul><li>Employs Capture Manager Expert System Heuristics </li></ul><ul><li>Points out where your team needs to pick up the tempo to improve win probability. </li></ul><ul><li>Integrated with Comprehensive Capture Plan </li></ul>Capture Team Assessment Objective Capture Team Assessment
  9. 9. <ul><li>Competitive Analysis and Teaming Strategy (CATS) Tool </li></ul><ul><li>Models Capture Team assumptions </li></ul><ul><li>Produces relative &quot;win points&quot; assigned to arbitrarily composed teams </li></ul><ul><li>Analyzes team compositions, perceived positioning and personnel advantages. </li></ul><ul><li>Highlights those factors that can produce the most significant improvement in win probability independent of pricing. </li></ul>Competitive Analysis and Teaming Strategy (CATS) Tool How Does Your Team Stack Up? Competitive Teaming Analysis
  10. 10. <ul><li>Dedicated, Experienced Capture Management </li></ul><ul><ul><li>Serve as Your Capture Manager on “Must Win” Deals </li></ul></ul><ul><ul><li>Help You Create a Capture Management Organization </li></ul></ul><ul><li>Proposal Support </li></ul><ul><ul><li>Competitive Assessment Support </li></ul></ul><ul><ul><li>Black Hats </li></ul></ul><ul><ul><li>Green, Pink, Red, Gold Team Support </li></ul></ul><ul><ul><li>Win Theme Development </li></ul></ul><ul><ul><li>Proposal Writing </li></ul></ul><ul><li>Marketing and Call Plans </li></ul><ul><ul><li>Develop Trade Show and Call Plans </li></ul></ul><ul><ul><li>Directly Supporting Your Opportunity Pipeline </li></ul></ul><ul><ul><li>Balanced Approach Within Your Budget </li></ul></ul>Capture Management & Proposal Support Incentive Compensation Planning
  11. 11. About Senior Executive Services <ul><li>CONTACT US: </li></ul><ul><li>Website www.seniorexecutiveservices.com </li></ul><ul><li>Email [email_address] </li></ul><ul><li>Phone </li></ul><ul><li>Bill James - Executive Vice President </li></ul><ul><li>866.719.1881 (toll-free) </li></ul><ul><li>[email_address] </li></ul><ul><li>OUR DIFFERENCE: </li></ul><ul><li>People - Former Federal Executives: </li></ul><ul><ul><li>Have deeper Agency relationships </li></ul></ul><ul><ul><li>Have better cultural insights </li></ul></ul><ul><ul><li>Know the Agency’s likes - dislikes </li></ul></ul><ul><li>Tools - Proprietary and Proven </li></ul><ul><ul><li>Competitive Analysis Tool </li></ul></ul><ul><ul><li>Pipeline Revenue Projection Tool </li></ul></ul><ul><li>Experience - We know </li></ul><ul><ul><li>How the Government buys </li></ul></ul><ul><ul><li>How Private Industry sells </li></ul></ul>SENIOR EXECUTIVE SERVICES, INC. A consulting firm that makes it easy for businesses and government to find the right independent Federal consultants they need, right when they need them. <ul><li>OUR VALUE: </li></ul><ul><li>Government Knowledge </li></ul><ul><li>Proven Experience </li></ul><ul><li>Superior and Deeper Insight </li></ul><ul><li>Staff Motivation Techniques </li></ul><ul><li>Broad Agency Coverage </li></ul><ul><li>OUR SOLUTIONS: </li></ul><ul><li>Individual Opportunities </li></ul><ul><ul><li>Effective Market Strategies </li></ul></ul><ul><ul><li>Client Positioning & Call Plans </li></ul></ul><ul><ul><li>Capture management support </li></ul></ul><ul><ul><li>Proposal team support </li></ul></ul><ul><li>Corporate Support </li></ul><ul><ul><li>Pipeline & revenue projections </li></ul></ul><ul><ul><li>Government Advisory Board support </li></ul></ul><ul><ul><li>Go-to-market strategy development </li></ul></ul><ul><ul><li>Business Development Processes </li></ul></ul><ul><ul><li>Teaming Strategy Analysis </li></ul></ul><ul><ul><li>Capture Plan Maturity Assessments </li></ul></ul><ul><ul><li>Sales models and incentive plans </li></ul></ul><ul><ul><li>Pipeline Revenue Projection </li></ul></ul><ul><li>OUR MISSION: </li></ul><ul><li>Help companies </li></ul><ul><ul><li>Win more opportunities </li></ul></ul><ul><ul><li>Penetrate new markets </li></ul></ul><ul><ul><li>Generate more revenue </li></ul></ul><ul><li>Help government </li></ul><ul><ul><li>Work Better, Faster, Cheaper </li></ul></ul><ul><ul><li>Get Easy Access to Proven Talent </li></ul></ul>SENIOR EXECUTIVE SERVICES, INC. Come to Senior Executive Services for independent consultants who are former Federal SES or Defense & Intelligence professionals! v1-09b <ul><li>OUR BENEFITS: </li></ul><ul><li>Companies </li></ul><ul><ul><li>Grow Faster </li></ul></ul><ul><ul><li>Bid Less, Win More </li></ul></ul><ul><ul><li>Lower Sales Costs </li></ul></ul><ul><ul><li>IDIQs Changed to Cash Generators </li></ul></ul><ul><ul><li>REAL Hot Buttons in Proposals </li></ul></ul><ul><li>Government </li></ul><ul><ul><li>Do More with Less </li></ul></ul>S ENIOR E XECUTIVE S ERVICES, INC.

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