Winning New Business: A Beach Head Project
Winning New Business: A Beach Head Project
After all your efforts at due diligence, documenting your wide access and deep knowledge of an organization, a beachhead or pilot project will be identified.
It may be that a particular line of business has an urgent need. It may be that one area of the business is willing to fund a test. There may be consensus that your solution can be adapted to other lines of business once success is demonstrated.
Since you have been making the case all along that your solution has widespread application, it is reasonable for you to go through the due diligence at this time so that your company becomes an approved vendor.
Getting the paperwork done now will make it easier for other departments to purchase.
If you are asked for pricing concessions, a purchasing agreement based upon volume assumptions can be negotiated now. Since you are laying the groundwork for an enterprise-wide engagement, now is the time to leverage your position.
It is also the time to set customer expectations around deliverables and to educate them about how you deliver a successful solution. This is not the time to compromise on your own quality standards. If the client wants a modified solution, document what the risks are to them.
You don’t want a beachhead project to become a nightmare.
ASK US: “What is a reasonable sales cycle to land a beachhead project?”
cmassociates@sympatico.ca
Winning New Business A Beach Head Project - To learn more about this author, visit Catherine McQuaid's Website.
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4. Landing a Beach Head Project
After all your efforts at due diligence, documenting your wide access and deep knowledge of an organization, a beachhead or pilot project will be identified.
It may be that a particular line of business has an urgent need. It may be that one area of the business is willing to fund a test. There may be consensus that your solution can be adapted to other lines of business once success is demonstrated.
Since you have been making the case all along that your solution has widespread application, it is reasonable for you to go through the due diligence at this time so that your company becomes an approved vendor.
Getting the paperwork done now will make it easier for other departments to purchase.
If you are asked for pricing concessions, a purchasing agreement based upon volume assumptions can be negotiated now. Since you are laying the groundwork for an enterprise-wide engagement, now is the time to leverage your position.
It is also the time to set customer expectations around deliverables and to educate them about how you deliver a successful solution. This is not the time to compromise on your own quality standards. If the client wants a modified solution, document what the risks are to them.
You don’t want a beachhead project to become a nightmare.
ASK US: “What is a reasonable sales cycle to land a beachhead project?”
cmassociates@sympatico.ca
Winning New Business A Beach Head Project - To learn more about this author, visit Catherine McQuaid's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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