This document provides guidance on developing an effective sales process and proposal for Monarch Consulting and Transformation. It discusses determining a company's readiness for transformation, defining sales roles and responsibilities, developing a sales strategy and process, generating and qualifying leads, and creating winning proposals. The goal is to establish a consistent sales process that streamlines operations and increases accountability and results.

1. Monarch Consulting and Transformation Sales Management & Business Development Ed Stevenson 24040 Camino del Avion #A222 Monarch Beach C1A 92629 Phone: 949-678-0345 Email: stevensoned@hotmail.com

2. Are you ready for a Transformation? What stage is your company? Is management ready? At what stage are your is your people? Understand that your company and people may need to change Transformation

3. What do you want? How are you going to get it? And by When? The Future It is not enough to do your best; you must know what to do, and THEN do your best. W. Edwards Deming

4. Do you have a Sales process to grow your business? Are your Sales people selling or just taking orders? Do your Sales people know what questions to ask? How are You getting new business? Do You have a process to maintain your customers? What is missing? …You must know your sales strategy

5. Defining a pre-sales plan Creating a sales plan Finding new accounts Engaging new clients Presentation and skills Closing the business Growing the business Process and Plan Overview

6. The purpose of creating a pre-sale and sales process is to develop a process which will enable you to pursue the right deals in the right way at higher margins. Goals Do not fit the sales process into the limitations of your company Stretch your company Streamline process Accountability Consistent results Sales Process The goal - Win 100% of the proposals 100% of the time

7. Sales Process Things to think about! Current Process New Process Overview Sales Roles Delivery/Technical Roles Proposal Development

8. Is your process virtually non existent? Does sales fly solo? Delivery/Technical not engaged with sales? Current Sales Process Things to think about!

10. Who validates a lead

12. Who follows up on leads

13. When does a lead become an opportunity

14. How are leads tracked

16. Who prices the solution/proposal

17. Who presents the solution/proposalAre you meeting the client’s expectations?

18. Lead Generation and Follow up How to reach customers Cold Calls Email Marketing Social Networking Trade Magazines Trade Shows – Industry Events Marketing Roadmap Partner Networking Association Networking

19. How many times we SHOULD contact a prospect. 2% of sales are made on the first contact 3% on the second 5% on the third contact 10% on the fourth 80% of sales are made on the fifth to twelfth contact! Conversely- 48% of salespeople never follow up with a prospect lead 25% make a second contact 12% make a third and stop Only 10% of sales people make more than three contacts Cold Calls

20. Email Marketing

22. Sales Rep qualified based on Pre-defined criteria – convert to opportunity or create opportunity Sales Rep is assigned Lead entered into Sales Tracker Sales Rep Creates Prospect datasheet In Sales Tracker Gather details Finalize Proposal Do you have everything needed to win Prospect datasheet submitted to Sales Manager for initial stop lighting Develop proposal Opportunity Defined Define Team Delivery/Technical Clarification Relationship map Additional details required Bad opportunity do not pursue Need more information Sales Qualified Pursuit drill process begins Begins at 30% Delivery/Technical qualification needed Pursuit drill process flow example

23. Lead - Example General View Acme Company

24. Lead - Example Sales Pro Acme Company

25. Convert Lead - Example Sales Pro Acme Company

26. Pursuit Drill Process (from opportunity or tab ) Winning Solution

27. Qualification Client Problem Your Solution Urgency Access Expectations Money Next Steps Decision Stakeholder Relationship Map Pursuit Drill Process What is the sales process?

28. Sales Team Who is on the team? Sales Manager Sales Rep Delivery/Technical Everyone else? Arthur H. "Red" Motley Principle: Nothing happens until somebody sells something – 1920’s

29. Sales Role Who is doing what? Determine prospective client Determine opportunity Qualify opportunity Lead Pursuit process and request support through your company as required Manage Client relationship Manage Client details and process in Sales Tracker as required Support Delivery/Technical with details required to develop a winning proposal Present winning proposal to the client

30. Delivery/Technical Role It is about the team Provide adequate resources for proposal development. These resources will work with the Sales Manager, Sales Rep and Sales Consultant to develop a winning proposal and business solution Provide feedback to Sales Manager and Sales Rep as it pertains to client details required to develop a solution which provide the greatest business impact to the prospect Give guidance to Sales Manager and Sales Rep as to best of breed approach for prospective client solution Assist with Pursuit process Develop winning technical solution for the client Assist Sales with resources to present winning proposal

31. Pre-Proposal development and considerations The Audience Prioritize your audience Who makes the decision Who controls the money Who creates trouble Who can help you win

32. Pre-Proposal development and considerations The Audience cont Audience Participation Executives Business users Marketing Technical Managers Technical Staff Remember not everyone will be supportive of your proposal, so it must be done in excellence and be compelling. They may feel threatened, they may feel the project should be done differently. They may even have a friend they want to give the business to.

33. Pre-Proposal development and considerations The Audience cont Decision maker The money Technical - could be the CIO, VP, Engineer Non-technical - could be CFO, VP marketing pushing for change Marketing - they always have a budget Influencers Technical Technology specialist The Money Purchasing – they may have a lot of power The Face Marketing – wants everything now Trouble Maker Technologist – Always has a better way and now you are in their way Sponsor Can help navigate the company

34. Pre-Proposal development and considerations The request to bid Why did the client invite you to propose? Price check? Value? Relationship? Keep the current vendor honest? Technical knowledge? Fulfill a purchasing requirement?

35. Pre-Proposal development and considerations The Competition What are the strengths of the competition? Relationship Offering Technical knowledge What are their weaknesses? Relationship Offering Technical knowledge

36. Pre-Proposal development and considerations The Solution Keep in mind many companies can build or create a solution, but few can articulate the business or technical benefits to your client about the product or solution. Can your company/solution meet the business and technical needs of your client? Put yourself in the clients shoes – What would you do if you were in their shoes? Do you believe in your solution?

37. Pre-Proposal development and considerations The Solution cont You need to ask yourself, does your solution meet the clients needs? If yes… how and why? If not…. why not? Do not focus on just one person at the client, focus on who gets the most benefit out of the solution Focus on the business problem… Are you solving it? Focus on the Audience, does your proposal communicate the solution to the right people? Does your proposal engage the client and draw them to your company? Has your proposal met all the business and technical requirements of the client? … Do not assume the client understands what you are talking about

38. Pre-Proposal development and considerations The Decision Criteria Technical competency Service and Support Vendor Understanding of the client needs Past Experience Price Industry experience Vendor Specialization Buy brand/reputation Global coverage References IDG Research

39. Pre-Proposal development and considerations The Relationship Relationship is a must, but don’t count on it! 2259 companies surveyed 47% plan and want to retain current vendor 29% Likely to continue with current vendor but less than pleased 21% Not likely to retain current vendor and unhappy 3% May not continue with current vendor even though they are satisfied Notice that only 47% plan to retain current vendor and 24% are not likely or may not retain the current vendor

40. Pre-Proposal development and considerations The Pro’s and Con’s Negative All projects over $100k require 3 bids Client price sensitive Vendor not well position for XXX services/support Competition very aggressive Not able to cross over from Subsidiary to Parent company Purchasing blocks business discussion Positive Strong Relationship with Executive Management Vendor selected as strategic partner Strong Relationship with IT Management Client perception of Vendor is we deliver quality Desire to move work Support 20 projects to be completed this year

41. Who are you? Where have you done this before? Provide a clear overview of the solution The details should clearly articulate the technical aspect of the product or solution The proposal should include the business benefits i.e. cost savings, higher production, etc The Proposal The content must be clear

42. Don’t phone it in Your presentation should move fast, don’t spend too much time on your company overview. They should already know who you are… If not… Why are you there? Get to the solution as soon as possible. Remember the solution should speak to the business and technical needs Be in the room This means make your presence felt – Be animated – show passion for your solution Believe in your solution, if you don’t.. they will feel it The Presenter The Board Room Do you want this business?

43. Please stand to one side of the screen Your back should never be toward the audience Use your hands as a pointer, directing the audience to a focus area Remember that the audience attention span is only a few minutes Be dynamic, move around the front of the room Talk to your audience – They will guide you Small audience – make eye contact with each individual and speak to them, move on Large audience – pick a group one at a time and speak to them, move on The Presenter Who is the best for this role?

44. The Presentation should not be too long and too detailed… It is an overview of the solution Speak the client’s language Dress one step above how the client will be dressed Business case based presentation not just technical Use graphics when possible to build a visual picture of the solution The Presentation Clear and to the point

45. Questions?