High Impact Rapid Cycle Business Development Consulting Services For Technology Companies With Complex High Ticket Sales

The purpose of my consulting services is twofold...

1. To help technology companies to create effective processes and systems to sell their stuff at the highest margins


2. To coach managers and executives involved in business development to help them to bring out the best in their people

One of the biggest problems technology companies are facing is that they are so focused on sales revenue that they often tend to ignore the old business adage...

"It's not what you make but what you actually keep that counts."

Many technology companies get bogged down with getting more clients and eventually they end up operating on volume, not margin. So, in terms of revenue, the company may be growing by a double-digit number, but in terms of net profit, the company may be going downhill. So, the main focus of my services is to find ways of increasing margins, thus increasing what you actually keep.

Smart technology companies want to sell their stuff at the highest possible margins. Remember, first comes the margin and then the volume. It's a double progressive system. It's like weight training. First you reach a certain number of repetitions, and only then you increase the weight. There is no point in selling lots of stuff with wafer-thin margins. They want to be selective with the kind of clients they accept to work with...

• They want to position themselves, so they get sought out by great clients with sexy, exciting projects, instead of hunting for prospects as peddlers


• They want to attract great talented people, instead of hiring the leftover their competitors have already rejected

Which brings us to the "Triple Progressive Business Development" concept...

1. Increasing the margins on your sales by increasing the price and reducing the time, cost and effort of delivering the value the price represents. This is the essence of Kaizen: Constantly increasing the produced value, while constantly looking for ways of reducing the cost of production.


2. Improving the quality of your clients by matching them to your Ideal Client profile, and weeding out everyone who doesn't match the profile


3. Increasing the volume of Ideal Clients who are seeking you out for high margin work

The format of my advisory services can take several shapes, but there are several similar points. I believe what makes my work unique is that all of my services are highly interactive and collaborative, so everything takes place with your full involvement. This approach makes certain that your people learn key skills from me, and they can carry on uninterrupted after my disengagement.

The other uniqueness is that unlike most technology marketers, in a former career I was an engineer and technology buyer. I met hundreds of salespeople, sat through hundreds of sales presentations and attended dozens of trade shows. I know how buyers thin and assess opportunities.

Through my engagements I assist my clients to replace less effective processes with more effective ones, to accelerate their pace of progress, to become more client-responsive, to eliminate non-value added activities, to optimise talent, to maximise the use of technology and fearlessly face the changing realities of the more and more demanding marketplace.

Coupled with coaching, we discover and mobilise readiness for action to improve performance with desired outcomes of more effective task accomplishment and relevant learning within the client's organisation.

My engagements are of high intensity and high impact. They are usually three months long, during which time you have unlimited access to my help and support without concerning yourself about how much of my time you require. I don't watch the clock, so you have open access. My fees are based on your expected ROI. Typically, you can expect receive 3-500% ROI on my services, depending on your commitment. After all, it's collaboration.

Instead of changing everything at once, as most traditional consultants prefer to do, we work only on one specific issue and measure the impact of change all along the way. This is the only way of knowing that we're doing the right things and the results we see are not impacted by other initiatives. This is similar to writing an advertisement. You change only one thing and test the ad. Then change one thing and test again. And we carry on until we get amazing results.

So, if you have holes in your business development that are leaking your hard-earned money, and you'd like to plug them up once and for all, then follow the link and read my On Becoming A Client document. Relax, there is no obligation here. This package helps you to define whether or not there is a sound financial justification to initiate the engagement.

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