Heed is a consulting firm that aims to increase clients' sales performance through changing their sales approach. The document provides an overview of Heed's philosophy and methodology. It explains that Heed follows a consultative process to understand clients' challenges and objectives. Heed then conducts in-depth analysis and develops a tailored performance system and action plan for clients. The document also includes a sample comparative study analyzing a client's sales data and key metrics to identify opportunities for improvement.

1. Business Development
Presentation
Confidential –Internal use only – do not distribute
HEED S.A.L. | Introduction 1

2. Introduction
Our society has become so results driven and oriented where everyone is looking for the quick fix, which in turn
st Introduction Introduction
produces a lack of quality and depth, accordingly heed came on the 1 of January 2011, to fruition through the
& Purpose
experiences and mentality of the founders.. With our solid experience and understanding of our society and the
way of selling, we came with our mission and through our Business Development Performance System (BDPS)
to bridge the gap and go all the way to be the catalyst in changing the sale approach in the MENA region. Philosophy
Philosophy
Heed, “to pay close attention to”, our name embodies the philosophy and approach that runs through the core Approach Buildup Breakthrough
of our organization and program. We listen, without judging, since the moment we judge we stop listening. At Flywheel
Heed, we assist companies in having an on-going increase in their business development and sales performance
and driving tangible results. Our modular systems have been carefully crafted and developed with the intention
of tapping into and unleashing the ocean of potential within organizations on the macro and the micro level. Chinese Bamboo
“It’s not possible to discover the ocean unless one is willing to lose sight of the shore.”
Solution Formula Explanation - Customer Segmentation
Approach and Methodology
At Heed we work in tandem to understand your challenges, and objectives while maintaining your culture, and Strategy
upholding the ideals and vision that your company embraces. We follow the process consultative approach
with a buildup-breakthrough flywheel model to insure consistency and coherence until we guarantee the Mapping Process
success of the project execution.
Conclusion Sales Strategy
Partnering with Heed will commence by conducting a detailed analysis, through identifying your challenges,
measuring every internal and external sales factor while having a thorough understanding of your objectives.
This process is performed on a research analytical base and conducted in a project management plan
Plan Phase I
timeframe, while leaving no stone unturned. This goes beyond assessing your sales performance, to widen the
scope and evaluate scientifically your sales organizations with an eye toward developing a bespoke performance Phase II
system.
HEED S.A.L. | Introduction 2

3. HEED Business Mission
Every company has a mission and a story to tell — about its history, its vision and its key people. The mission must be more than an aspiration to sell more products and services.
It is really the core statement about why you are in business, what “valuable formula” will distinguish you from your competitors, and how do you relate to your customers and
employees. This narrative is important information to ground you and the reader in introducing the company.
HEED was founded in 2011 with a sole purpose to assist organization in having an on-going increase in their sales
performance through changing, developing and refining the way of selling.
Mission
Heed assists organizations in having an on-going increase on their sales performance.
Vision
Heed envisages being the catalyst in changing the culture within the sales approach in the MENA region.
Objectives
HEED 2012 overall objectives:
 Build to Last: Develop a structured replicable process in order to build upon the fast growth of HEED.
 Develop a complete team well experienced to be a prototype for replications. A team builds from a PM and two research analytical associates.
 Deploy four successful projects or at least be engaged with four.
HEED S.A.L. | HEED Business Mission 3

4. SWOT analysis
SWOT analysis is a strategic planning method used to evaluate the Strengths, Weaknesses, Opportunities, and Threats involved. It involves specifying the objective of the
business venture or project and identifying the internal and external factors that are favorable and unfavorable to achieve thus we have a clear picture to set the strategy
accordingly.
Strength Opportunities
 100% successful stories for different clients in different growth  Sales is the back bone of companies, all need to further develop it.
stage.  The program is New to the market
 Renewals of clients  The trend into going to structured program and implementing
 Low cost of developing the program since it is development structured methodologies in the organizations will work on our
internally by the team while executing for the clients side as USP (unique selling proposition)
 Structured management culture and mentality.  Not much direct competitors
 A unique selling opportunity in having a completing structured Threats
performance system not only training or coaching or any non-  The market is not well educated and evolved for such program
structured consulting program. And this difference is crucial.  Competitors are taking the easy way by providing a non-
 A good knowledge and feel of the Lebanese market (target market) complicated high level in-direct competitor program (training,
as well as the program coaching and non-structured consulting) and this difference is not
 Beirut central district office location that gives better image for the easily recognized
company  Long sales cycle for such intellectual program in our market that
 High quality service embodied in the culture as well as the project might affect hardly on our cash flow
mentality.  Most of the market is a family old age organizations, and such
 The young energetic team people is difficult to move from their comfort zone and their way
Weaknesses of doing things to the new professional trends. This will be an
 The lack of potential prospect clients in the pipeline obstacle in selling
 Vulnerable financial funds  The social-cultural approach in Lebanon and the MENA that is
 Low investment in marketing mostly influenced by the friendly relationship and taken by the age
 No accreditation or international franchised system rather than their expertise.
 Program is not ready to be deployed at large companies
 Program difficult to be replicated
HEED S.A.L. | HEED Business Mission 4

5. Overview
Introduction
Heed is a boutique consulting firm operating from a principal hub in Beirut, with a sole
purpose of changing, developing and refining the way of selling. With our solid experience •We will peruse your product/ solution and the markets.
and understanding of our society and the way of selling, we came with our mission and strategies and
•We will examine your sales strategy, vision, culture , and
through our Business Development Performance System (BDPS) to bridge the gap and assist
plans history.
companies in increasing their sales performance while creating sustainable improvements
and driving tangible results. Our modular system has been carefully crafted and developed
with the intention of tapping into and unleashing the potential within organizations on the
•We will identify and examine the current processes and
macro and the micro level. processes procedures
So what we do varies and depends on your objectives and challenges you are facing. We
address the macro level by facilitating a sales strategy (targeted offering, targeted market, •We will identify the competency gap of every individual as
customer segmentation, sales model, and structure). We further work on the process, well as his attitude, behavior, approach and intellect.
mapping your sales process with all guidelines, tools and maps needed to bridge the gap
people •We will identify the headroom for change and the ability to
between rainmakers and average sales people. Finally we work on your people, keeping an adapt to new culture.
eye on directing training and coaching your sales force with this cultural evolvement.
What differentiates us is the approach, as process consultant going to the root cause of the
problem leaving no stone unturned.
HEED process consultants are handpicked for their specific business experience and acumen
for heeding to your challenges and objectives, moving together shoulder to shoulder for
building a solid solution with an action plan for execution. At HEED, we guarantee to you a
high-quality, professional consultancy service that will meet your objective and scope. Our
program is exclusively dedicated to increase your sales, market share and achieve set
objectives and goals.
HEED S.A.L. | Overview 5

6. Strategy and Plan
This chart shows in details the sales figures of the company divided into Rent –
Sale as well as Commercial – Residential along the year of 2011.
The Total shows the sales figures of the company which is the summation of
Commercial + Residential.
Progress
Sales is the backbone and as this line indicates a big variance in the peaks and
valleys in the first two quarters. Thus this set the company in a very unstable cash
flow and growth, much difficult for the management to strategize and plan upon.
On the other hand the curve shows continuous progress in the second annual,
reaching the peak in sales in December with 69,564$ leading a positive and
steady increase in growth since the first of August.
We believe, that we should leverage on this history to achieve a continuous
increase in the sales performance while lifting the plateau.
HEED S.A.L. | Overview 6

7. The data collected from Requests goes back to four months only. This
chart shows in details the number of requests to the company divided
into Rent – Sale – Commercial – Residential along the 4 months.
The Total shows the number of requests to the company which is the
summation of Commercial + Residential.
HEED S.A.L. | 7

8. HEED S.A.L. | 8

9. The Comparative Study
Introduction The Number It is the number of sales people available at the client
of Sales
( ) ( ) (
People
)
In the current study, it represents the total number of sales
people regardless of.
Ceiling of Requests
Total All figures were shown in the above tables to show the total
Ceiling number of request/salesperson = ( ) ( ) Number of traffic in 2011 based on the average of latest 4 months * 12
Requests months.
Maximum Number of Request for every Sales
Person
Traffic =
Hrs per sales
÷
Avg hrs /
X % Of closing % of closing The weighted average (8.76%) of closing ratio between sale
person/year customer
ratio (0.43%) and rent(9.55%) was calculated based on the effect of
279 = 1050.00 ÷ 43 x 8.76%
deal
Maximum Number of Requests / month
Total Number
Avg Number of Requests/Month = / 12
of Requests
23.23 = 279 / 12
Hours Per The weighted average = 43 hrs/customer for the sales person not including the closing cycle
Customer
Maximum Number of Potential Deals for ever Senior The weighted average = 16 hrs/customer for the senior to do the closing cycle
Hrs per Avg hrs /
Number of Potential Deals = ÷ X % Of closing
senior/year customer
125 = 1200.00 ÷ 16 X 60.00%
It was calculated based on the 48 hrs/week and then deducting all annual leaves ,
Total sick leaves, floor time hours, training and coaching hours with HEED.
Maximum Number of Potential Deals / month Number of
Number of Potential Deals/Month = Total Number of Potential Deals / 12 hours/year The average is 900 hours for every sales person and 1050 hours for a senior
10.42 = 125 / 12
The ceiling hours is 1050 hours for a salesperson and 1200 hours for a senior
HEED S.A.L. | The Comparative Study 9