1) Understanding Your Business and Current Business Development Process
Our first step is to take a “deep dive” to understand your vision, culture, goals, business strategy, and business development process. We have extensive experience working with IT, Marketing, Finance, Organizational Effectiveness, and Supply Chain consulting firms and can get up-to-speed quickly.
2) Understanding Your Success Profile
Our next step is to understand what has made you successful – so that we can replicate that success with new clients! We take the time up front to understand your areas of expertise, client case studies and successful client solutions.
3) Creation of your “Ideal Client” Profile
In this phase of the process we discuss the key aspects that make up the profile of your “ideal client”. These key aspects include revenue size, specific industries, organizational issues, geographic coverage, business model, and other descriptors that identify the ideal prospective clients who map perfectly to your unique value proposition.
4) Creation of Strategic Sales Plan
We then create a strategic sales plan that is customized to your needs to achieve your growth and profitability goals. This plan provides our recommendations to improve your sales process, identifies key target accounts, and integrates ISG’s long-term relationships to accelerate the development and closing of your significant new business opportunities. The plan also includes specific commitments and metrics to ensure that we’re meeting your expectations and deliver the results you need to grow your business.
As a key benefit of our approach, ISG now takes the strategic sales plan and steps in as your “Vice President of Sales” to execute it and deliver results. We make the calls and set up the meetings with qualified senior executives of your target accounts to develop your new business opportunities. We work along side you with the “look and feel” of one of your employees from relationship development, opportunity identification, solution development, to closure.