Support for sales teams to establish benefit management as a key differentiator in their strategic selling approach

Typical scenario

You have a global sales team and a complex product/service. You create relationship sales, based on excellent delivery of an initial commitment, leading to repeat and referral opportunities. Doing this requires a clear understanding of the measurable benefits achievable by the client, and also clarity on the change activities that your transition team will be undertaking to make the purchase a success, and those that will be undertaken by the client. Currently you incur costs of mitigating issues post sale which have occurred through lack of clarity between sales team, client team and transition teams.

You are keen to embrace benefit realisation management if it can help your success but are very mindful of anything that could add complexity and increase the time taken to achieve a sale.

What we do

• Create a generic benefit dependency map and supporting benefit profiles for your sales proposition
• Train/coach your sales and after sales teams, assessing their readiness to use benefits realisation management
  
• Support your sales teams through large/critical bids
• Offer benefit management training to your clients as value-add within your bid

 How it helps

• Solutions
• Development of benefit information for partnership planning, measurement and reporting
• Facilitation of benefit mapping workshops for the partnership
• Coaching in benefit-led decision making for lead partners
• Support for sales teams to establish Benefit Management as a key differentiator in their strategic selling approach.
• Support for sales teams to respond effectively to individual outcome based tenders
• Support for commercial teams with benefit based contracts
• Support for measurement and reporting teams to improve their provision of benefits information
• Training and coaching for Portfolio & PMO Leaders to improve their use of benefits information
• Personalised coaching for experienced facilitators to run Benefits Mapping Workshops
• Strategy and prioritisation sessions for senior decision makers
• Development of benefit led business cases