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Winning & Retaining Clients

Winning & Retaining Clients. Part 3 – The Proposal Finding the Value Propositions Feb 2013. Winning & Retaining Clients. Part 3 – The Proposal Finding the Value Propositions April 2012. Your Journey with Clients Winning & Retaining Clients. Long term Relationship. Today.

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Winning & Retaining Clients

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  1. Winning & Retaining Clients Part 3 – The Proposal Finding the Value Propositions Feb 2013

  2. Winning & Retaining Clients Part 3 – The Proposal Finding the Value Propositions April 2012

  3. Your Journey with ClientsWinning & Retaining Clients Long term Relationship Today CAD Partners 2012

  4. Today’s Overview – The Report and Proposal • Revision - Mindset, Gathering Information • What do the numbers say? • Other information - industry, competitors • What are the key business issues? • Impact of change • EXCITING possibilities • Crafting the proposal

  5. Learning Objectives • Understand prospect’s business • Understand the prospect’s aspirations & problems • Create solutions • Thinking outside the square • Value your Value Proposition - What are you worth? • Proposal Pricing strategies

  6. Key Drivers in Business

  7. Gain & Pain Framework Final Value Gap

  8. Three Key Drivers • Sales = Marketing + Volume + Pricing • Profitability = Cost Control + Efficiency • Cash Flow = Terms of Trade & Process

  9. The Financials Profitability • Sales • Direct Costs • Overheads • Profit Cash Flow • Debtors • Creditors • Stock

  10. NO Financials ??? Profitability • Sales • Direct Costs • Overheads • Profit Cash Flow • Debtors • Creditors • Stock

  11. Must have information • Sales last year & this year to date • PBT Profitability % at least • No. of staff - on road, office (detailed) • No. of vehicles – major overhead • Pipeline of work or orders (no.of weeks)

  12. The Big Picture? • Scalable & Saleable • Taxes & Death • Structures • Systems • Any other business issues?

  13. Opportunities!!! Discovery Events CAD Partners 2012

  14. Crafting the Proposal

  15. Checklist Focus on the client!

  16. Checklist Focus on the client! Clarity

  17. Checklist Focus on the client! Clarity Value!!!

  18. Structuring a Report • Key Issues – Pain & Gain • Quantified Impact of Change • What we can do - deliverables • Our Positive Impact • CALL TO ACTION! • Our Fee & ROI `

  19. Proposal Examples

  20. CAD Partners fee • ROI - Price of our services vs. Return for Owner • Fixed Price or • Fixed Price plus Success Fee

  21. Visualise Success

  22. Fluency with Prospects & Clients

  23. Working Toward Mastery Achieve Mastery Get Experience Projects Worked On Get Familiar Time Spent

  24. Takeaways • Analyse • Think of the possibilities • Develop solutions to key issues • Quantify & Show Value - ROI • Use Case Studies • Price to suit client situation

  25. Checklist Once you’ve drafted the proposal, review it and fine-tune it against this checklist:  Do I focus on the prospect immediately?  Do I connect the dots between the aspirations and afflictions, their implications, and the New Reality?  Is the quality and image projected reflective of our firm quality and image?  Do I depict solutions graphically and verbally?  Do I emphasize our expertise without overwhelming them with content?  Will anything surprise the client?  Is the timing of this proposal right, or is it too early?  Do I communicate the value of the solution as well as I outline the features?  Is the fee structure clear?  Do I include a place for the client to sign?  If I were the client, would I find this compelling and sign it?

  26. Winning & Retaining Clients Q&A Frank Choy

  27. WINNING & RETAINING CLIENTS Next Presentation The 2nd Meeting

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