Sometimes an outside point of view is just what a firm needs to elevate their success.
Our consulting engagements provide our clients with techniques and processes that have been proven in organizations that are large and small.
One solution never solves all problems. Our consulting work with clients can take the form of projects, long-term guidance, and discrete Q&A sessions. The sections below offer descriptions of some of our consulting services. We can provide services in addition to what is listed below. These examples can start a conversation.
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Positioning Your Firm for an Exit John's has experience with packaging firms for successful exits via IPO and sales to publicly traded and private equity companies. His experience provides you with a highly demanded set of skills to favorably position your services, products and financials for an exit.
Launching new business lines Leveraging our expertise and market knowledge to help you to understand your market potential and launch a new line of business with a solid plan to generate initial revenue.
Pricing your products and services Understanding your competitive position and what pricing the market is willing to bear. We help you to review the market segments that you can target and price your products and services to generate the maximum revenue without pricing yourself out of the market.
Additional services to maximize revenue Financial services firms can offer financial wellness content, education on responsible investing, and guidance on the financial planning and investment process to clients to attract and retain them. Technology firms can position additional services like training, content, marketing support, implementation services, and integration services as additional revenue streams to their products when priced correctly. We can help to open new revenue streams for your firm.
How to raise funding Raising funding for your firm requires positioning your firm correctly before meeting with potential investors. We can help you to create the right messaging and presentation that includes a solid market analysis, potential for your firm, and the barriers to overcome with their funding.
Compensation plan design A person’s compensation plan will drive their behavior. Developing incentive compensation plans for sales, marketing, customer success, and support teams should drive the behavior that you need to be successful
Unique Value Proposition Knowing how your products and services can uniquely solve your customer’s business challenges helps to set your firm apart from competition. This starts with your unique value proposition.
Sales Strategy You know that you are unique and can help your clients, but you do not know how to move prospects from leads to opportunities. Your sales strategy can make all the difference.
Simplifying your sales process, stages, and deal qualifiers Your sales process should have well defined steps with unambiguous qualifiers for each step. This enables you to move deals through the cycle efficiently and reduces the amount of time from identifying a lead to closing your opportunity.
Creating winning Requests for Proposals and RFP Responses Our processes help you to create winning RFPs to help you to select the right solution to fit your needs. Our RFP response techniques can help responders to differentiate their offering within the guardrails of the RFP response.
Market penetration strategies Knowing which markets to focus your sales efforts will enable you to get better feedback during your sales cycles, focus your sales team on a smaller number of prospects, and increase your win ratio. We can help you to identify the best markets for your products and develop a plan to penetrate those markets.
Land and expand strategies Prospective clients typically buy from known entities. You can effectively win new clients by landing with a smaller offering and then expanding with your client as they see the value of your exceptional service. You may be an advisor who wants to move held away assets to your team, a credit union trying to expand your clients beyond one product, or a Fintech who needs to win reference clients.
Forecast processes that you can count on! Sales leaders who can accurately forecast when opportunities will close allow the senior executives in a firm to make critical decisions like hiring additional staff or making key investments. A structured approach to evaluating each opportunity can reduce the gut instinct of determining when opportunities will close. Our proven processes will hep the senior leadership team to sleep at night.
Territory, Account, Opportunity, and meeting planning Revenue generating teams achieve their goals with plans. Our proven planning templates and techniques will ensure that everyone who works with a customer in your organization has a plan and a clear understanding of how they can achieve that plan and get help from senior leadership.
How to get your sales team out of customer success Great sales reps are by nature controlling of their customer and their success. However, you need the sales team to focus on selling to new prospective customers and utilize other areas within the business to help sustain current clients. We have techniques and processes to transition activities from sales to the other revenue teams so that your company is successful.
Defining your channel sales strategy A successful channel strategy provides your organization with a force multiplier in the form of additional sellers who are not on your payroll. We can help you to establish a channel strategy that can leverage customers, partners, and industry experts to extend your revenue generating capabilities. Financial advisors can receive referrals; FinTech firms can leverage industry experts; and financial services firms can establish customer centric programs.
Classifying partners as producing, integration, and paper partnerships Partnerships are challenging and too many partnerships exist on paper without either partner generating new business together. We can help to classify your exiting partners, identify the best partners to jointly go to market with, and develop your program to jointly approach prospective clients.
Elevating partners to be producing partners Not every partner will produce revenue with you. We can help you to transform some of your existing partners to joint selling machines that increase both of your revenue.
Opportunity Management Your opportunities need great qualifiers that you can use for every opportunity and great plans to move them through your opportunity stages. Our qualifying questions, opportunity plans, and techniques to avoid pitfalls and stalls will help you to win!
Demonstration Planning It’s more than just the demo! A great product demonstration starts with your discovery process and ends with well-defined next steps. Our services will help you to define the steps to create a fantastic demonstration of your solution that will leave clients with a great understanding of how you can help them.
Competitive intelligence strategies that help you win Knowing your competition is not as simple as knowing their product features. Agile development techniques put any feature 2-3 sprints away from your competition claiming that they also have a feature. You need to identify your Unique Value Prop to highlight areas where you are different, and competitors cannot compete. We excel at identifying those areas for you.
Market segment analysis The financial services industry is complex with major market segments in credit union, Bank, Broker-Dealer, Registered Investment Advisor, Custodian, Family Office, and emerging markets. Each one of these market segments has sub-segments with specific business challenges, buying patterns, and price sensitivities. We can help you save months of sales efforts by understanding these sub-segments.
Defining your target markets Knowing your target market is like a fisherman who knows the best fishing hole for each type of fish. We can help you to identify the business challenge that you solve best, the buyer who is interested in that solution, and the market segment where you should focus your efforts.
Defining your addressable market Knowing the size of the target market that you have identified and how to engage with them enables you to make critical hiring and resource management decisions such as the experience level of your sales team, number of sales resources, and the amount of marketing needed in the market segment.
Creating your unique go to market strategy You need a strategy that clearly outlines the business challenge that you solve and why you uniquely solve that challenge. This is your unique go to market strategy, and it is not marketing.
Integrated sales & marketing plan Your sales and marketing team should work hand in hand on their programs so that marketing attracts the right prospects and sales engages them to move them from lead to opportunity to client. We can develop the integrated plan with your sales and marketing leaders to help them win together!
Pricing your implementation Pricing the implementation of your products is as important as pricing the products themselves. Your ability to accurately estimate the level of effort, scope, and costs of implementations and integrations can dramatically influence the profitability of your client relationship.
Shortening your sales cycles with packaged solutions Everyone likes predictability an especially when starting a new relationship. Fintech firms can create packaged solutions to create pricing tiers. Financial services firms can create packaged solutions with financial planning, specialty planning, or related services. Packaged solutions set expectations and can shorten your sales cycles.
Defining the critical customer success role on your team Customer success teams help financial services and FinTech firms to drive deeper relationships with your customers. Defining their role and understanding their value is critical to establishing long term relationships with your customers.
Project plans that avoid surprises Clearly outlining the steps that it takes to onboard a new customer provides visibility to your process for your customer, reduces stress, and can provide multiple touch points throughout the process. We can help you to create plans that you can share with your customers.
Measuring client engagement You need to maintain a dialog with your customer throughout their lifecycle to determine their satisfaction with your products and services. Measuring their engagement and satisfaction can make the difference between long term customers and customer churn.
Identifying customer satisfaction issues early Determining that your customer was not satisfied with your service is not something that you want to find out when approaching their renewal or worse, when they cancel or leave your firm. We help you to identify customer satisfaction issues early so that you can proactively resolve them.
Executing customer get well plans Sometimes customers become unhappy. Developing a great get-well plan provides you with well defined points where you can win for your customer as you move them from unhappy to happy client.
Sometimes you just want to run some ideas past an expert or to get advice on a big decision for your firm. You can book an hour of consulting help. I look forward to chatting!
Book a 60-minute phone or video call for ad hoc advice and guidance. This is a great format for people who want to:
Pick my brain about a specific competitor or target market.
Discuss a market trend.
Ask questions about a deal strategy or RFP response.
Bounce an idea around with someone (me!) who has led sales, marketing, and customer success teams and worked on thousands of successful sales.