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Wayne O\'Neill and Associates Electronic Brochure


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Wayne O\'Neill and Associates Electronic Brochure

  1. 1. The journey to playing rougher,<br />is learning to play differently<br />
  2. 2. Our Vision<br />Coach individuals… and teams…for the emotional reward of having competent people (owners and service providers) exceed their own performance expectations…through the power of diverse thinking, broader collaboration, and simple actions…<br />
  3. 3. Wayne O’Neill & Associates<br />Wayne O’Neill & Associates (WOA) coaches service providers on how to build sustainable accounts by connecting with target clients, and by working collaboratively to aggregate internal and external client intelligence.<br />All intelligence activity is then integrated with our clients’ existing linear sales processes (including off-the-shelf or custom CRM software, ie: Deltek or Salesforce).<br />Our clients are primarily national or multi-regional firms who interact in three key spaces: Strategic Intent, Strategic IT, and Project Delivery. More than half of our practice is coaching owner/client leadership on how to leverage the sophisticated firms they deal with. Week in and week out, we are listening to the leadership levels of these firms, who are buying complex services and the respective technology.<br />Our staff is comprised of professionals with coaching, project management, and previous owner backgrounds; WOA executes in a consistent, results-driven approach.<br />We are in the Impact business.<br />
  4. 4. WOA Approach<br /> The Wayne O’Neill & Associates (WOA) approach to client intelligence is based on a set of chronologically deployed tools. Our methodology focuses on uncovering the business and political issues that truly shape projects and influence decision-makers; the “story behind the story.” We blend these issue-based clues with the redefinition of a potential client’s organization chart; the real who’s who of decision making. From this authentic intelligence, we then formulate strategic positioning tacticsto identify solutions opportunities and develop valuable projects. <br /> This approach minimizes what often remains unknown through traditional business development models, regardless of your staff’s talent or diligence.<br /> WOA methodology expedites the account development cycle by maximizing the decision-making ability of leadership teams and allowing organizations to focus on the most profitable (and winnable) accounts. <br />
  5. 5. WOA Processes and Deliverables<br /><ul><li>We Coachwith a project management structured team of 3-4 WOA staff
  6. 6. We Modelthe new behaviors shoulder-to-shoulder with your team
  7. 7. We utilize our web software, Dashboard Tools, to measure results</li></li></ul><li>What the Market Tells Us<br />
  8. 8. Two Sides, One Problem<br />Owners are investing more time and effort than ever before to explore service delivery improvement in multi-dimensional ways…<br />…However, there is consistent evidence that service providers are not listening to the complexities of most clients’ quest to leverage sophisticated services and technologies as tools…<br />
  9. 9. The Resolution<br /> WOA teaches service providers how to transform their top-line growth process from the traditional, technical sales model, to one that is focused on connecting. We coach the effective leveraging of client intelligence through better internal teamwork and external collaboration. Anyone can sell; but when you really understand your potential clients, you can impact them with definitive solutions-- not just transactions.<br />We also help owners to more effectively understand and leverage the sophisticated service providers they interact with. By assessing project readiness with a deeper “how” and “why” focus, the WOA perspective facilitates comprehensive and creative solutions through collaboration.<br /> Both sides of our practice provide insight to the other side, resulting in a more accurate understanding of the key business issues and needs that are driving today’s companies.<br />
  10. 10. What Does It All Mean?<br />
  11. 11. What Is Client Intelligence?<br /><ul><li>The business and political issuesthat drive decision-making in your client’s cultures
  12. 12. The real organization chartin your client’s company; beyond the official decision maker, the other key influencers “hiding in plain sight”
  13. 13. The initiatives of their strategic growth plan and the execution groundwork being laid to move toward those goals
  14. 14. Meaning behind the meaning; the “why”, not just the “what”. </li></li></ul><li>Why Should You Care About Client Intelligence?<br /><ul><li> It is the fabric of what we all need to know to reallydifferentiateour firms and to authentically connect
  15. 15. And it is evolvingall the time </li></ul>Anyone can sell; but when you really understand your potential clients, you can impact them with definitive solutions-- not just transactions.<br />
  16. 16. And client intelligence is the fuel that powers connection<br />
  17. 17. What does connectionmean?<br />Connection is the sense your target clients get when your team grasps the “issues behind the issues”.<br /> When you take the time to develop a nuanced understanding of the “why” behind all of the obvious “whats”, then you are sending a loud message to your potential clients.<br />
  18. 18. Behavior that promotes “connection”<br /><ul><li>In depth homework from diverse sources
  19. 19. Aggregating and sharing lessons learned…even if they are not yours
  20. 20. Showing up in creative alliances…even if they are loose in nature
  21. 21. Demonstrated steps that indicate a longer term understanding of the segment/region</li></li></ul><li>A Big Clue to Connecting…Assessing Your Own Firm<br />In selling a service or product to your firm…for a lot of cash…and substantial results risk…<br /><ul><li>What differentiating factors about your firm are “hiding in plain sight” that people often miss, but ought to know?
  22. 22. Who in your firm should someone call on? Why? And How?
  23. 23. What pressing business and political issues will impact your operating/performance results?</li></li></ul><li>A Results Roadmap to Improved Client “Connections”<br />Phase I.<br />Phase II.<br />Phase III.<br />Phase IV.<br />Operationalize the Dashboard for Sustainability of Results<br />Assess Current Client Intelligence Effectiveness<br />Perform Segment & Pursuit Analysis<br />Assemble Baseline Functional Dashboard<br />Establish Market Positioning<br />Increase the Intentionality & Effectiveness of Dashboard<br />Expand Process to Other Segments or Clients<br />6-8 mos.<br />5-7 mos.<br />4-6 mos.<br />2-4 mos.<br /><ul><li>Download of existing sales and operations
  24. 24. Sort out existing connection and win strategies
  25. 25. Assess current state of client intelligence and culture of firm
  26. 26. Define “smart” client characteristics
  27. 27. Disassemble firm experience per client types
  28. 28. Aggregate top 2-3 segments (sub-segments) for cross-market advantage
  29. 29. Review client pursuit priorities
  30. 30. Establish baseline performance metrics
  31. 31. Coach dimensions to identifying business/political issues
  32. 32. Coach ways to effectively link service differentiation to b/p issues
  33. 33. Coach methods to connect and position with clients
  34. 34. Coach ways to discern the “real org chart”
  35. 35. Coach team on connecting with project delivery partners
  36. 36. Coach segment positioning strategies that lead to client connection…
  37. 37. meeting behind the meeting
  38. 38. leadership level forums
  39. 39. speaking engagements w linked participant interaction
  40. 40. Assure all levels of the team can leverage the dashboard aggregation and prioritization process
  41. 41. Intensify working with individuals encountering obstacles to leveraging process
  42. 42. Coach team members on creative ways to obtain obscure (yet impactful) client intelligence
  43. 43. Coach ways to position to deepen client connection
  44. 44. Connect with other service providers for client intelligence
  45. 45. Coach team on how to sustainably minimize reactive pursuits; deepening accounts and making accounts more multi-dimensional
  46. 46. Coach team on how to leverage internal and external collaboration discipline to increase effectiveness
  47. 47. Coach team on “owning” client intelligence dashboard elements for longer term results
  48. 48. Coach team (w focus on leadership) to maintain the integrity of original dashboard assembly process
  49. 49. Coach team on how to leverage existing dashboard components into the new segments and client environments (making firm less vulnerable)
  50. 50. Coach team on how to integrate new dashboard elements to maximize new client environments</li></li></ul><li>Nothing happens until someone “Connects” <br />
  51. 51. Faster, More Effective, and Sustainable Account Development Growth is achieved by…<br />Linking….<br />
  52. 52. WOA Promises<br />
  53. 53. It Comes with Our Promise:<br />Software Tools<br />The WOA Dashboard is an on-line tool to support the connection and client intelligence gathering process via three key system modules:  The Organization Chart, Business & Political Issues Identification & Analysis, and Positioning Strategy. <br />Our shared portal concept allows all team members to contribute client intelligence, offering real time information to other teammates, and providing competitive advantage to our better-positioned, dynamic pursuit teams.<br />The user friendly web-interface fosters succinct and reliable capture of on-demand project scope-enhancing information.<br />
  54. 54. It Comes with Our Promise:Episodic Coaches<br />An Episodic Coach is an outside expert brought in to guide our clients from a dynamic, third-party perspective. They are leadership-level individuals who are currently employed with sophisticated owners in an array of industries.<br /> Given your target market, we provide our client’s access to an expert from our Episodic Coach roster; the advantage is that our clients become exposed to edgy and impactful insight that is actively occurring in the market. <br />
  55. 55. It Comes with Our Promise:Project Delivery Partner Sessions<br /> A Project Delivery Partner (PDP) Sessions is a facilitated dialogue between diverse firms who have complex value propositions with the mission to collaboratively identify smart clients who want to leverage them as sophisticated service providers.  Within this discussion, the aggregated client intelligence is then transformed into an effective outreach strategy—the goal is to connect, rather than sell.   These unique insights are composed into a joint capture plan that incorporates each member of the session and furthers their business development initiatives.  The benefit of the PDP session is that it provides a dynamic, results-oriented vantage point from which to create work; it is an action-driven exercise geared to connect with smart clients and end with a game-changing project. <br />
  56. 56. What you know<br />**What the owner can coach you on<br />What traditional delivery partners know<br />**What diverse delivery partners know<br />Unknown<br />**Areas we miss most<br />
  57. 57. It Comes with Our Promise:Owner Advising Insight<br />This service is geared for leadership, and board-level individuals in most owner environments. We offer insights to streamline your project/scope delivery process and develop greater-good, leveraged relationships with the game-changing service providers. We identify some of the most common misconceptions about service providers. Then, we help your leadership team learn how to successfully execute the selection of service and extraction of value for the long term. You’re hiring their hearts and minds, along with their hands.<br />
  58. 58. It Comes with Our Promise:Owner Forums<br /> Owner forums create an non-traditional scenario in which elite leadership can congregate to extract ‘lessons-learned’ from each other that are often hiding in plain sight.  The intent is to bring together institutional and corporate owners who think in visionary and  game-changing ways so that they may learn about the complex needs of their clients, stake holders and staff, and identify service providers they wouldn’t normally connect with.  It is these unexpected, even obscure, service providers who, surprisingly, can impact owners in pivotal ways.  The unique dual nature of this discussion which emphasizes both hindsight and foresight, produces dynamic empowering results. <br />
  59. 59. It Comes with Our Promise:Leadership Facilitation<br /> This service is intended to impact the default setting of almost all service provider firms-- ”silo-building”. We work with your group to develop internal collaboration in a manner that allows team members to push back on each other in a respectful, yet results-oriented approach. Protecting everyone’s dignity as is a foundation of our methodology, and adds speed and effectiveness to achieving account development results.<br />
  60. 60. Wayne O’Neill & Associates Helps You Project Manage the “Connection Process”… for results<br />
  61. 61. The Bottom Line<br />We Coach effective positioning…<br />We Modelexactly how it’s done with live accounts…<br />We use Simple Tools that make effectiveness sustainable.<br />
  62. 62. Take The Next Step With Us:The White Board Session*<br /><ul><li>Jointly identify segments/sectors and “smart” clients for positioning
  63. 63. Strategically decide who would be on your initial team
  64. 64. Jointly specify results driven milestones and accountability for both Wayne O’Neill Associates and your team
  65. 65. Jointly define metrics you can use to measure
  66. 66. progress</li></ul>Then you decide… if and how… <br /> you want to “change the game”<br />*No cost or obligation for the white board <br />session.<br />