Short term plan to get business rolling in a consulting services division

1. Services Brazil 90 Day Plan
90 day plan EXAMPLE.xlsx 20/02/16 1
90-day Plan April May June
• Forecast & Pipeline Review w/ Sales with a focus on meeting target revenue
early in the quarter
• Forecast & Pipeline Review w/ Sales • Forecast & Pipeline Review w/ Sales
• Check forecast and Ace systems • Input services information and use Forecast / Ace systems • Input services information and use Forecast / Ace systems
• Evaluate key clients & list possible service offers for each of them • Joint visit with sales rep for key clients and close consulting deals Joint visit with sales rep for key clients and close some consulting deals
• Select focus clients @ Vision • Map installed base & prepare oriented service pack • Offer Installation & Optimization programs for installed base - attack plan for
each product line
Find consulting business with some of the bigger clients in Brazil including
Government and try to close some bigger deals
• Review proposal model, process & pricing policy • ECS sales evaluation report (attachment rate, new product sales, win/lost check,
etc)
• Define local service offers based on corporate portfolio • Translate & prepare marketing material for service portfolio • Distribute ECS sales kits for sales personnel
• Send direct mail to I/T community to create awareness of ECS
• Prepare ECS presentation for internal audience (endomarketing) • Present ECS for internal audience • Present Sales initiatives and promotional offers for sales and other internal
audience
• Prepare ECS presentations for marketing awareness • Present ECS in Company's Road Shows and other Marketing Initiatives
• Build & distribute press release for new ECS Manager • Build material on project successes and reference sites • Distribute press releases on success cases
• Client satisfaction survey
• Meet current service partners representatives • New portfolio development with current key service partners • New portfolio development with current key service partners
• Review service partners list and evaluate new candidates in channel partners • Seek and/or develop service resources for extended local portfolio • Seek and/or develop service resources for extended local portfolio
• Develop local service partners for Rio and Brasilia
Working with partners close some large deals in government, banking , etc. • Evaluate enhancement in certification program: Services component
• Budget Review - Bookings / Revenue / Profit • Budget Review - Bookings / Revenue / Profit • Budget Review - Bookings / Revenue / Profit
• Review Cost Model & Contracts for MCS • Work on the transition phase for Mission Critical Services • Work on the transition phase for Mission Critical Services
• Collect clients with services payment dues • Collect clients with services payment dues
• Evaluate service costs and practiced billing rates
Try to get local support for services
• Interview possible sr. consultants • Interview possible sr. consultants • Interview possible sr. consultants
• Hire consultant • Possible hire of SR APM consultant • Consultant survey on ECS practices and possible improvements
• Goal setting for ECS Brazil Manager • Joint work on methodology use • Evaluate training needs for ECS personnel
• Work with HR to have trainees in place • Joint work on methodology use
Set up model so I know how much extra sustained revenue I will have to bring in
to increase headcount
• Build a traffic light report for services monitoring • Continuous monitoring critical projects • Continuous monitoring critical projects
• Implement process to monitor utilization & billable hours • PSA Deployment project definition
Ensure I do not create reports that already exist on a worldwide basis and also if
I have to create separate reports try to do it through finance dept and also share
across Latam so we do not have multiple reports across latam
Practice Buiilding
Projects & Services
Management
Business Development
Marketing
Partner Development
Finance & Operations