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Prospecting for new software engineering consulting firms

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This is a presentation on building a prospecting process for new software engineering consulting companies delivered by Dmitri Artamonov, Nimita Mittra and Trevor Georgie at Harvard University on April 11, 2015.

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Prospecting for new software engineering consulting firms

  1. 1. Buildingasalesprospectingprocess
  2. 2. Agenda • What is Dartamon Consulting? • Discovering the prospecting process • Interviewing vendors • Prospecting techniques • Interviewing customers • Cold calling experiment • Prospecting for leads online • Partnerships • ROI
  3. 3. Vendor Interview Process •Prospecting techniques •Sales process details •Qualifying clients
  4. 4. CRM WOM Emails Networking/Conferences • Trade shows • Emails, cold calling, referrals. • Partnership channels are strong in the software industry ProspectingTechniques
  5. 5. Prospecting Leveraging your network Adminstration ProspectingTime Management
  6. 6. Gutfeeling… Qualifying
  7. 7. Customer Research
  8. 8. Cold Call Application
  9. 9. Cold Calling Results 59 37 15 2 Voicemail Junk Lead Gatekeeper Conversion Conversion= 2/150
  10. 10. Application - Online Ben (Behrooz) Zayandehroudi | 604- 354-1400 • BeYour Own Brand • Be Accessible • Be Personal
  11. 11. Application - Partnerships • Find other organizations that could use you • Subcontracting • Technology vendors • Business service vendors • Use them as leverage
  12. 12. ROI and Results Channel Name Time invested Cost Prospects found Cost per prospect Cold calling 1 hr $15 2 30 min + $7.50 Google Adwords 2 hrs $792 0 Infinite BingAds 2 hrs $100.8 0 Infinite LinkedIn Ads 1 hr $50 1 $50 + 1 hr Networking 20 hrs $200 15 1.3 hr + $13.3 Partnerships 5 hrs $500 3 1.67 hr + $167
  13. 13. Conclusions and Recommendations • Starring Dmitri Artamonov, Nimita Mittra,Trevor Georgie • Questions, limericks, off-color jokes?

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