tips for selling as consultant

11
CE v6.3 Jari Kokko 28.10.2011 Tips - How to sell as a Consultant Y es, I can sell!

Upload: tapan-panda

Post on 05-Apr-2018

224 views

Category:

Documents


0 download

TRANSCRIPT

Page 1: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 1/11

CE v6.3

Jari Kokko

28.10.2011

Tips - How to sell as a Consultant

Yes, I cansell!

Page 2: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 2/11

CE v6.3  © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT2

Table of content

Why does the whole organization have to 

participate in selling? 

What do we mean by ”selling”?  

What’s in it for You?  

Yes, I cansell!

Page 3: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 3/11

CE v6.3

Why does the whole organization have to participate in selling?

 © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT3

Recognizedopportunities

& RfP's10 %

Unrecognizedopportunities

90 %

Covered bythe sales

organization

Covered bythe wholeorganization

Total business potential

The more eyes,

ears and minds openthe more business

opportunities!

Yes, I cansell!

Page 4: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 4/11

CE v6.3

Sales organization

 © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT4

Page 5: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 5/11

CE v6.3

What do we mean by ”selling”? – Framework

 © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT5

Yes, I cansell!

Page 6: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 6/11

CE v6.3  © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT6

1. Generating demand

• Submit a lead, which results in a new deal. Keepyour eyes, ears and mind open for new businessopportunities! You have the best insight on

customer needs and challenges, because youspend most of the time with a client.

• Keep your professional skills and CV up-to-date. Competent people is easy to sell!

Generate leads

Yes, I cansell!

Page 7: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 7/11

CE v6.3  © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT7

2. Making a proposal

• Contribute in a bid team. Be active, especiallywhen you are on the bench. There are alwaysresource needs for the bid projects (Bid manager,

solution designer, etc).

• When there is an existing client in case, leverageyour customer intimacy and insight for aproposal

• Innovate new approach for scope and solutionof the proposal in order to reduce work estimateand price

Participate in bids

Yes, I cansell!

Page 8: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 8/11

CE v6.3  © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT8

3. Post-selling

• Sell additional work in a project/service. Try toexpand scope of the assignment. Proposeadditional help or new features/solutions. Usually aclient can fast and easily decide of smallengagements

• Sell a colleague. Understand what are thecustomer’s goals and obstacles. Help the customer to identify resource needs

• Exceed customer expectations on your work.Good work usually generates new businessopportunities!

Generate extra work

Yes, I cansell!

Page 9: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 9/11

CE v6.3  © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT9

What’s in it for You? – Expectations by job grades

1. Keep eyes and ears open, and report all the leads

to your account manager2. Participate in bids when requested. It’s a good

opportunity to become familiar with Capgemini’spractices and to demonstrate your expertiseinternally

3. Exceed customer expectations on your work.

A & B grades

1. Create close relationship with your customers andgenerate leads pro-actively

2. Participate in bids pro-actively. Leverage yourcustomer intimacy and insight for a proposal.Innovate new approach for scope and solution.

3. Sell a colleague or additional work

C grade

1. Create new customer relationships anddemonstrate Capgemini’s offerings 

2. Lead or steer bid projects

3. Develop and maintain customer intimacy @customer events and steering groups

D grade and above

Yes, I cansell!

Page 10: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 10/11

CE v6.3  © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT10

What’s in it for You? - Rewarding

• Selling a consultant on the bench is rewardedwith an extra bonus

• Instructions @http://intranet.fi.capgemini.com/sales/sales_league_2011/top_available_consultants/  

Top available consultants

• The top ten sales contributors are rewarded witha Premium Incentive Event with the other topselling consultants

• Instructions @

http://intranet.fi.capgemini.com/sales/sales_league_2011/  

Sales League

Yes, I cansell!

Page 11: Tips for Selling as Consultant

7/31/2019 Tips for Selling as Consultant

http://slidepdf.com/reader/full/tips-for-selling-as-consultant 11/11

CE v6.3  © 2008 Capgemini - All rights reserved

SELLING AS A CONSULTANT.PPT11

www.capgemini.com

Now you have a licence to sell!