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Ed nolan draft cfoas sales plan dec.12

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Ed nolan draft cfoas sales plan dec.12

  1. 1. Ed Nolan, Business Development 12/12/12
  2. 2. Business Development Role & Responsibilities Surfacing the lead Managing the opportunity pursuit Coordinating team activities Strategic Dialogues within clients’ C-levels Sharing and leveraging Leading Practices Impact as a sales organization – Teamwork High Acceptance by Team, Practitioners and Leadership Serve as Coach/ Advisor Directly involved in driving growth in clients/accounts Direct involvement in Pursuits Account/Revenue Planning Pipeline Management Securing the relationship with the key decision makers Proposal development Participation in the oral presentation Helping to close business 2
  3. 3. •New business acquisition strategies•New business acquisition tactics•Existing business growth strategies•Existing business growth tactics•Determine the Following: Sales quota: Sales territory: 3
  4. 4. Ed Nolan’s Sales Playbook: The Six “A’s”• Analyze –what’s driving change, disruption, needs, opportunities? Who owns the tasks; who has the wallet; where is the champion? Get your face in the place and walk their halls. Always call with a plan; don’t go in cold.• Assess - Where are the immediate solutions: who will take the deal to the next level; why are they talking to competitors; where is the “hook”?• Align – No deal is won or lost alone. Where are my best resources; who has the best experiences; what will negotiations require; who can add value?• Ask – Be preemptive when possible; know who can say yes; close on each phase of the deal. Get a quid pro quo in negotiations.• Acknowledge –Show thanks for the deal; recognize new business relationships; insert value-adding cross-sell solutions; make everything sticky and repeatable. Ask for more!• (Do it) Again, and again, and again… 4
  5. 5. New Business Acquisition Strategies and Tactics1. Exceed my quota. Send no less than 25 letters of introduction to new prospects each week. Make no less than 25 cold calls of introduction to new prospects each week. Make no less than 10 face-to-face contacts with new prospects each week. Create no less than 3 proposals each week. Make no less than 3 presentations each week.2. Increase awareness in the marketplace of Slalom’s CFOAS services and solutions. Join and participate in no less than 3 professional associations and organizations that my best prospects and customers belong to. Attend any and all trade shows and conventions that my best prospects and customers attend. Purchase the mailing list of these associations and organizations and send letters of introduction. On a regular basis, contribute articles and white papers that address the interests and concerns of this population. 5
  6. 6. Existing Business Growth Strategies and Tactics1. Create a touch-point program. Contact each of my existing customers no less than once per month with a new idea they cannot get from anyone else. Create a noteworthy monthly newsletter. Create a user-group within my existing customer base. Create some sort of Web-based seminar series for my existing customers. Take at least three existing customers to lunch each month and invite a new prospect to join us.2. Prospect within my existing customer base. Knock on no less than 3 new doors, departments and divisions within each of my existing customers businesses. Ask each of my existing customer contacts to introduce me to one other person within their organization. Personally meet the top executive at each of my existing customers businesses. 6
  7. 7. Pipeline Management Activities: Pursue-Identify- Identify Decision CriteriaDevelop Relationship Propose/PresentLine of Business/Subsidiary levels Handle ObjectionsEmploy CRM NegotiateQualify- EvaluateEvaluate client interest; risk;competitive landscape Close-Match interest to Slalom resources Ask for businessAlign solutions to needs Maintain relationshipPrice Maintain CRM 7
  8. 8. Firm Work Client Work 8
  9. 9. First 30 DaysLearn the FirmVirtual Training and On-Situ Training at Atlanta, etc.Absorb as much information as possible as quickly as possibleLearn internal organizational systemsLearn key procedural items necessary for initiating and closing dealsMeet with key personnel and support staff to determine best avenues for questions to beaddressedLearn the ProductsLearn Slaloms Portfolio of CFO Advisory and other Firm Offerings and ServicesSpend time researching regional marketplace, industry trends, external factors, etc.Understand value and how to position added servicesBecome familiar with competition offeringsLearn the Customer Determine targeted Customers & Prospects Get on the phone; Leverage past clients, etc. Immediately begin to generate quality leads and set appointments Get in front of prospects Develop Sales pitch specific to CFO Advisory offerings and services Develop Counters to Prospect objections Become familiar with methods of utilizing marketing materials 9
  10. 10. First 60 DaysField Time: Lead Generation•Cold Calling•"Door-to-Door" Prospecting•Move prospects to next stage with each meeting•Visit Assigned clients in territory and begin to build relationships, develop mutually beneficialdialogues. Identify potential sponsorships and networks•Stay on top of all opportunitiesField Time: Prospecting & Visits•Target 8-10 Face-to Face Meetings per week•Understand a prospects business, who makes decisions and potential hesitations•Develop best practices for educating prospects by delivering compelling pitches andpresentations•Focus on presenting finance function issues, process and controls, best-practices, compliance&risk-related thought leadership•Create relationships with prospects to close business and generate referrals•Close initial 2-3 Deals 10
  11. 11. First 90 DaysSell; Continue to Sell•Set Goals High•Pipeline Generation•Attention to Details•Time Management•Increase Activity, Increase Numbers•Persistence & Follow-Up•No Stone Left Unturned•Be Creative with Pitches & Prospecting•Exceed Expected Quotas•Enjoy it! 11
  12. 12. Illustrative “Bring-Along” Prospects Current Clients & Prospects •Viacom •Viacom* •Dorel Industries •Morgan Stanley* •Axis Capital •MetLife* •Tranzact •Tudor Jones Investments •Omnicom •Reed Elsevier •D&P •MasterCard International •GSUSA Coach •Citigroup •Optimer •Artio Global •Corning •CIT •Polo •RBS/Citizens •Endurance •Scholastic* •Mutual of America •J&J •BNY Mellon •BMS •CommonFund •Merck •WWI •FieldPoint Private Bank •McGraw-Hill •AT&T* •Unilever *= Ed Nolan Contacts •CSFB* 12
  13. 13. Base Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec HC 2 2 3 6 7 9 9 9 10 12 13 13Pipeline $100,000 $150,000 $225,000 $592,000 $744,000 $872,000 $968,000 $896,000 $968,000 $1,424,000 $1,160,000 $1,072,000 Sales $60,000 $75,000 $150,000 $200,000 $250,000 $250,000 $300,000 $300,000 $300,000 $400,000 $350,000 $350,000 $2,985,000 M-t-M $56,000 $51,000 $56,000 $148,000 $186,000 $218,000 $242,000 $224,000 $242,000 $356,000 $290,000 $268,000 $2,337,000Revenue YTD $56,000 $107,000 $163,000 $311,000 $497,000 $715,000 $957,000 $1,181,000 $1,423,000 $1,779,000 $2,069,000 $2,337,000Revenues Stretch Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec HC 2 4 5 9 11 13 13 13 17 21 22 22Pipeline $100,000 $200,000 $300,000 $888,000 $1,180,000 $1,280,000 $1,368,000 $1,264,000 $1,496,000 $2,308,000 $1,868,000 $1,696,000 Sales $60,000 $200,000 $200,000 $250,000 $350,000 $350,000 $350,000 $350,000 $400,000 $600,000 $500,000 $450,000 $4,060,000 M-t-M $56,000 $82,000 $110,000 $222,000 $295,000 $320,000 $342,000 $316,000 $374,000 $577,000 $467,000 $424,000 $3,585,000Revenue YTD $56,000 $138,000 $248,000 $470,000 $765,000 $1,085,000 $1,427,000 $1,743,000 $2,117,000 $2,694,000 $3,161,000 $3,585,000Revenues 13
  14. 14. $1,600,000 $1,400,0002013 Sales/Revenue $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $0 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Oppty Pipeline $100, $150, $225, $592, $744, $872, $968, $896, $968, $1,42 $1,16 $1,07 Monthly Sales $60,0 $75,0 $150, $200, $250, $250, $300, $300, $300, $400, $350, $350, Booked Revenue $56,0 $51,0 $56,0 $148, $186, $218, $242, $224, $242, $356, $290, $268, 14
  15. 15. $2,500,0002013 Sales/Revenue $2,000,000 $1,500,000 $1,000,000 $500,000 $0 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Oppty Pipeline $100, $200, $300, $888, $1,18 $1,28 $1,36 $1,26 $1,49 $2,30 $1,86 $1,69 Monthly Sales $60,0 $200, $200, $250, $350, $350, $350, $350, $400, $600, $500, $450, Booked Revenue $56,0 $82,0 $110, $222, $295, $320, $342, $316, $374, $577, $467, $424, 15
  16. 16. •Next Steps•Preparations for 12/20 Sales Plan Presentation 16

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