Our sales development processes have been proven to work

When we engage with a client, we typically define an initial pilot programme or proof of concept to ensure the relationship works for both parties.

Each client engagements begins with a Value Proposition workshop, where the client briefs our team on their business, propositions, target market and successes to date. Our converts use this opportunity to build a detailed understanding of the client, their service offering / solution, the market within which they will be operating and how to position the value proposition to prospects. Both parties will collaboratively agree qualification criteria, a calling outline and the success factors for any piece of work to be delivered. Once that is done, the final details on logistics (alias, webmail, data), points of contact, diary coordination/bookings and reporting are agreed. Our converts then implement our proven techniques to target and engage relevant prospects for our client.

It is not in our business interest to send senior business developers to meetings that are not relevant, in that respect we offer guarantees as part of our service contract. The result is that our clients meet the right prospects that understand their value proposition and would value an initial discussion with them.

Following the Proof of Concept trial, a review meeting is conducted to benchmark the success of the pilot, to identify modifications to the programme and to make recommendations for the longer-term engagement. Each of our clients will have a set number of dedicated converts working on their new business programme. We do not rotate staff around client projects, as our experience has shown that a dedicated convert team maximises the retention and development of intellectual property in the client programme.

Our converts and clients stay in touch regularly throughout the engagement. Scheduled weekly conference calls review the weeks activities, monthly face to face meetings take a higher level overview of programme direction and success. Naturally there is daily contact via e-mail/phone as and when required to advance opportunities and arrange diarised appointments.