An introduction to Kim Tasso at RedStarKim Ltd

© Copyright Kim Tasso 2013www.kimtasso.com

Introducing Kim Tasso of RedStarKim Limited

http://www.kimtasso.com/


Who is Kim Tasso and what does she do?



Her professional and business associations



Publications she has written…

And contributed to…


http://www.amazon.co.uk/gp/product/images/1853288314/ref=dp_image_0/202-6209191-3005412?ie=UTF8&n=266239&s=books


Some of the organisations she has worked with



Helping to develop strategy

1. Where are we now?

2. Where do we want to get to?

3. How will we get there?

4. What do we have to do?



Navigating the business development process

Marketing Strategic/planning Research general needs Service development Market development Pricing Brand/positioning Profile building Lead generation

Selling (New business development) Acquisition Contact and rapport Enquiry handling Estimates/quotes Pitches and tenders Understand specific client needs Pipeline management

Client/referrer development Retention Development Client care Cross selling Relationship management (CRM) Specific client/referrer needs Key account management (KAM)


© Copyright Kim Tasso 2013www.kimtasso.com© Copyright Kim Tasso 2013www.kimtasso.com

Finding the “big idea” for a cohesive campaign




Researching and developing knowledge:e.g. The use of social media in relationship development in the professions (Tasso/Abraham Dec 2010)



Researching and developing knowledge:e.g. 7P model of buy in© Tasso

Buy In

People

Psychology

Process &Precision

PlanPersuasion

Pressure

Patience



Two hour tutorials™- Leadership- Management- Marketing- Selling- Relationship

Management- Interpersonal

skills- Conflict

management- Negotiation- Social media

Assessments e.g.- Personality- Assertiveness- Learning Style- Relationship- Team

Providing training and coaching services

Starters Stables Stars

REFERRER

MANAGEMENT

Pipeline M

O

T

I

V

A

T

I

O

N

1. Analyse/Aims Commercial insight Systems

2. Plan/Target Organisation plan & Processes

Team plans

3. Research/Listen Sectors/Social Media

4. Position/Promote Profile Campaigns

5. Connect/Dialogue Networking Propositions

6. Explore/Nurture Pipeline management & Selling

PortfolioManagement

7. Pitch/Convert

8. Develop/Expand Serviceexcellence

Key Account Management

Creativity and innovation

OUTPUTS

Plans+

Skills+

Best practice+

Competencies+

Case studies+

Action



Skills training: Illustrative skill set - Pitching


© Copyright Kim Tasso 2013www.kimtasso.com© Copyright Kim Tasso 2013www.kimtasso.com

Skills training: A typical sales processSales cycle stage CompetenciesPlan & Aims Analysis. Planning (Situation. Goal. Strategy). Goal setting.

Self knowledge & organisation Self-awareness. Self-assessment. Time management. Information management. Project management. Client profiling.

Understand market Commercial acumen/insight. Market research. Social media.

Develop general proposition Marketing. Selling (Value propositions. Features and benefits). Creative thinking.

Targeting & Research Analysis. Research. Targeting methods. Planning. Action planning.

Network & Connect Social skills. First impression management. Non verbal communication. Engaging/conversation. Rapport building. Empathy. Trust building. Selling. Adding value. Follow up. Referrer management.

Pipeline and opportunity management Pipeline management. Opportunity management. Continuance and progression.

Exploratory meeting Preparation. Planning. Research. Rapport building. Empathy. Adaptive behaviour. Chairing. Communication (Questioning. Active Listening. Promoting dialogue). Selling (Needs identification. Qualification. Persuasion. Adding value. Opportunity identification). Meetings management. Problem solving.

Prepare specific proposition Selling. Key message development. Features and benefits. Research. Writing. Persuasion. Proposition development. Competitive positioning. Problem solving. Creative thinking. Pricing. Team management.

Pitch/solutions meeting Planning. Communications. Presenting (Persuading. Pitching. Formal tendering). Selling (Closing. Objection handling). Meetings management. Building trust.

Client care & service Service delivery. Client touch points. Nurturing relationships. Client records. Relationship building. Quality management. Satisfaction assessment. Social media.

Relationship development Remind & reassurance (Staying in touch). Adding value. Cross selling. Conflict resolution. Internal networking. Planning. Account management. Collaboration. Partnering.




Further information in the blog at: www.kimtasso.com




Kim Tasso BA(Hons) DipM FCIM MIDM MCIJ MBAPractical Marketing Consultancy

199 Argyle Avenue Whitton Twickenham TW3 2LR

Telephone: 020 8898 0631Mobile: 07831 687882

Email: [email protected] www.kimtasso.comTwitter: RedStarKim


mailto:[email protected]


An introduction to Kim Tasso at RedStarKim Ltd

Business

key account

relationship

opportunity

meetings management

problem solving

social media

rapport building

developing