Intro To Senority V4 0 Uk

Senority

© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.

Senority is a multidisciplinary network of experienced Service Excellence experts.

Client

Sales

Delivery

Introduction

Senority :

Quick scan

Integration

Implementation

Process

improvement

Interim

Management

Training

Coaching

Deal support

Senority


What we do.....

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Maximise client

retention and reference

Optimise yield of

contracted value

Increase Win-rate

Enable informed strategic decisions

Senority


Strategy Excellence

• We help you set up and execute your sales plan by:– Combining your market knowledge with that of our seasoned

partners and associates– Create pipeline of targeted-logo’s – Setup qualification, prioritisation and budgeting processes– Leverage proven processes and tools

• Portfolio management– Definition of value propositions– Costing – Risk management– Deal templates

• Account Growth planning

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Enable Informed Strategic Decisions

Governance structures

Sales management

New sales planningPortfolio management

Account growth

Account Growth Planning is a process that can be applied to both existing and new clients to do the following:

Discover/Analyze Client Agenda and

Industry

Identify your capabilities that

match client need(s)

Prioritize leads and opportunities

Engage Client Discussions

Enterprise relationship

strategy

Lead/Opportunity relationship

strategy

Create measurable, time bound activities

required to qualify leads

Our Strategy Excellence services are focussed on improving the sales performance within your company.

Senority


Sales Excellence

Benefits of Senority:

• Our multidisciplinary team is experienced in all aspects of outsourcing both as client and supplier;

• Experienced in financial services market;• We can be your flexible sales force and pursuit team at

variable cost;• Proven track record with deals in more than 57

countries and total contract value up to 1.3B$; • Use of predefined process steps to increase win

probability, competitive differentiation, price to win, and deal quality;

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Competitive positioning•Battle cards•Win Strategy Labs•Differentiation•Competitive sales plan•Risk analysis•Relationship management

Create winning deals•Deal template•Governance structures•Costing review•Story boarding•Description of Services•Proposal management

Closing•Price to Win•Pricing reviews•Orals•Negotiations•Due Diligence

Having a clearly defined sales and closing plan enables (y)our sales teams to sell profitable business with a high win probability and low delivery risk.

Increased Win Rate, Reduce Cost of Sales and

Reliable forecasts

Senority


Operational Excellence

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Senority can bring you a complete suite of processes and tools that will manage your contract lifecycle. This way of working is based on total transparency and insight between your customer and all levels of your service delivery organisation.

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Senority

TOP

promising

NEUTRAL

PROBLEM

TOP

Promising

NEUTRAL

PRO-BLEM

A Service Excellence program brings:

• More contract renewals• Increase references (Promoters)• Transparent Client relationship• More revenue with existing clients• Decrease operational cost• Improved collaboration between commercial and

delivery• Culture change: maximised focus on the client• Reliable revenue predictions• De-risked backlog• Trusted relation

Optimise yield of Contracted Value

Senority


Customer Excellence

Use of Evaluetor© will enable:– Shared Dash-boarding– Internal perception recording– Client interviewing– Structured improvements– Active governance– Contract management– Key Perforce Indicator and

Relationship monitoring

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Senority helps you to install a Client driven continuous improvement process and Tool (Evaluetor©), this will bring insight and visibility on the quality of your services and the perception thereof. Now delivery can be tuned to achieve optimal Customer Satisfaction.

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Service Excellence is achieved by closing the gaps through Transparency and

Measurability.

.

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I n a successful relationship, expectations, contract,

performance and reporting are all aligned.

Maximise Client Retention and Reference

Senority


Integrated Management Support Portal

Evaluetor relates the understanding of the business intentions as discussed during

procurement and negotiations to the actual performance during

delivery and the perception thereof.

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Delivery (SLA) Performance

ImprovementManagement

RelationshipStatus

Contract Compliance

Sustainable Service Excellence

Senority


ContractCompliance

Introducing the Evaluetor concept

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Contract Performance

Indicators

Delivery (SLA) Performance

Improvement Management

Relationship Status

Service Performance

Indicators

Key Performance

Indicators

Improvement Status

Indicator

ContractEvent Action

Log

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UnderstandingsConsequencesRequirements

Actions.....During Negotiations

e.g. Contract Compliance

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Contract contractcontractClauses

Contract Performance

Indicators

contractcontractAlerts

contractcontractDefinitions Conditions

ContractEvent Action

Log

Delivery (SLA) performance

EnvironmentalIndicators(Interest

Levels, FX risk, Benchmarks,

etc.)

Relationship Status

Improvement management

contractcontractActions

Schedules

Contract document, essence nowcaptured in Evaluetor database

Automatically generates list of

related contract and recommendation as defined in contract

Messages will be delivered to the

people responsible for the respective

contracts

e.g.If Dollar > 1,25

Then.....

Dollar Rate = 1,26

Senority


In Summary

• Benefits:– Integrated relationship management approach– Ability to pro-actively manage contract conditions and risks– Automatic prompts contract conditions– Continuous improvement based on actual issues and observations– Dedicated focus on “go-to-green” improvement actions– High level overview of all contract- and relationship statuses with ability to drill down to actual

underlying issues– Full transparency of day-to-day status of strategic customer relationships– Customer/revenue driven improvement focus– Clear roles, responsibilities and ownership for relationship responsibilities– Intercompany communication vehicle

• Business value– Increase yield of contracted value by 5-10% – Improve customer satisfaction by 15% – Reduce operational cost by 5 %– Increase renewal rate and reference(ORI) with 20%

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Senority


Why Senority

•We have the tools and templates of proven processes available.

•Result oriented•Short term returns in structured approach

•Client oriented

•In our experience an independent party is better positioned to identify and help close “the Gaps”

•Sales, Outsourcing, Operations, Service Management, Contract management, Governance, Finance, legal, etc

Experienced in all

involved disciplines

Independent “Pivotal

Provider”

Practical proven toolkit

Pragmatic approach

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Senority


Contact

Steven VisserManaging Partner - Senority

Boompjes 6803011 XZ RotterdamThe NetherlandsTel: +31 (0) 10 217 0118Fax: +31 (0) 10 213 0133Mobile: +31 (0) 631003495

[email protected] www.Senority.nl

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mailto:[email protected]

http://www.senority.nl/

Intro To Senority V4 0 Uk

Business

sales performance

cost of sales

sales plan

sales teams

defined sales

service delivery organisation

flexible sales force

strategy excellence