Drive Revenue and Profits Drive Revenue and Profits Through Well Aligned Sales & Through Well Aligned Sales & Professional Services Processes Professional Services Processes George Balint George Balint GB & Associates Management Consulting GB & Associates Management Consulting
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Drive Revenue and Profits Drive Revenue and Profits
Through Well Aligned Sales & Through Well Aligned Sales &
Professional Services ProcessesProfessional Services Processes
3.3. Analysis, Design, Presentation & CloseAnalysis, Design, Presentation & Close
Copyright 2008. George Balint 8
Sales Life Cycle StagesSales Life Cycle Stages
Qualification Discovery - Technical Assessment Analysis - Design - Close
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Sales Sales & Pre-Sales Team Sales, Pre-Sales & PM Team
Discovery Kick-off
Discovery Process
Evaluation
Analysis & Design
Presentation &
Close
Logistics
Sales Initialization
Qualification
Qualification Stage
� Identify Business
Objectives
� Identify
Stakeholders
� Identify Budget
and Time-frame
� Identify
Competitors
� Establish
Reasons for
Going to Next
Phase
Discovery - Technical Assessment Stage
� Conduct Discovery Kick-off
� Gather Project Requirements
� Refine Business Problems & Objectives
� Complete Site Survey
� Evaluate Business Opportunity
� Establish Reasons for Going to Next
Phase
Engage Pre-
Sales
Analysis - Design - Close Stage
� Analyze/Design Solution
� Align Solution w/ Business Objectives
� Determine Logistics Requirements
� Formulate Business Value
� Determine Pricing
� Develop the Proposal
� Present & Close on Proposal
� Transition to the Project Delivery Team
Proposal
Preparation
Stage
Owner
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WhatWhat’’s Happening in the Sales Processs Happening in the Sales Process
The major elements in each of these 3 Stages are:The major elements in each of these 3 Stages are:�� DeliverablesDeliverables –– what is completed or accomplishedwhat is completed or accomplished
�� ToolsTools –– what tools are used for the deliverables and by the resourceswhat tools are used for the deliverables and by the resources
�� ProcessesProcesses –– what processes, procedures, methodologies are used in completingwhat processes, procedures, methodologies are used in completingthe deliverablesthe deliverables
�� Skill SetsSkill Sets –– are the major skill sets, expertise and knowledge areas requiredare the major skill sets, expertise and knowledge areas required in in each stageeach stage
>>>>>>Technical complexity increases as Sales LifeTechnical complexity increases as Sales Life--cycles cycles progressesprogresses
Qualification Discovery Analysis/Close
Technical ComplexityLow High
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Consequences of UnConsequences of Un--Aligned Sales/Services TeamsAligned Sales/Services Teams
� Sales is bogged down with non-sales activities
� Sales is not equipped to handle technical complexities
� Sales doesn’t have time to focus on building pipeline
� Sales includes opportunities with low closure possibilities
� Just another sales team – no different than the competition
� Proposed (technical) solution doesn’t fully address the
business problem – and – Pricing is non-competitive
� (Too) Optimistic implementation timeframes
� Failed Implementation
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Professional Services Organizational ChartProfessional Services Organizational Chart
Professional
Services
Organization
Marketing &
Pre-Sales
Support
Delivery
Pre-Sales
Support
Sales
Engineering
Managed
Services
Project
Management
Implementation
Engineering
Technical
Support
Training &
Documentation
Sales Support Implementation Customer Care
Copyright 2008. George Balint 12
Professional Services (PS)Professional Services (PS)
�� Manage technical complexity Manage technical complexity -- Technical and Process Technical and Process supportsupport & & FacilitationFacilitation