Prevue: Gaining & Retaining Clients

The World’s Premiere Human Capital Assessment

Prevue: What is it, really?

5th Generation Assessment

• Abilities

• Motivations

• Personality

• Predictive Job-Specific Information

Meets Strict Guidelines Provided By

• EEOC

• SIOP

• US Dept of Labor

Why Companies Buy ItHiring & Selection

• Reduce Turnover

• Improve Quality of Hires

• Benchmark Vital Positions

Management & Employee Development

• Leadership Development

• Communication/Conflict

• Team Building

• Succession Planning

OK, But Why Do They BUY It?

Return On Investment

A quick calculation that can change a clients perspective…

Real Math: Your 1,000 Employee Client

US Department of Labor Average: 23% Turnover

Current Employees: 1,000

Turnover Total: 200 (20%)

Average Salary: $35,000

Turnover Costs: $3.5M

2% Improvement: $70,000

Turnover Costs Include: Lost productivity, training investment, mistakes/lost customers, recruiter/hiring staff time, unemployment, advertising & screening new candidates, supervisor/department rework & intelligence collection, project impact, overtime during vacancy, much more

Sources: Bliss “The cost of turnover may be more than you think” 2000

Ettore: “Employee Retention: Keeping the Cream” 1997

Fitz-Enz: “It’s costly to lose good employees” 1997

Sorenson: “Measuring HR for Success”. 1995

Dozens of other reports and documents confirm this data

Real Math: Your 5,000 Employee Client

US Department of Labor Average: 23% Turnover

Current Employees: 5,000

Turnover Total: 1,000 (20%)

Average Salary: $50,000

Turnover Costs: $75M

2% Improvement: $1.5M

Turnover Costs Include: Lost productivity, training investment, mistakes/lost customers, recruiter/hiring staff time, unemployment, advertising & screening new candidates, supervisor/department rework & intelligence collection, project impact, overtime during vacancy, much more

Sources: Bliss “The cost of turnover may be more than you think” 2000

Ettore: “Employee Retention: Keeping the Cream” 1997

Fitz-Enz: “It’s costly to lose good employees” 1997

Sorenson: “Measuring HR for Success”. 1995

Dozens of other reports and documents confirm this data

Today’s Buying Market

Yesterday’s Selling Process is Gone…

• Methodical One-Size Approach

• Extended Sales Cycles

• Complexity as a Benefit

Effective Selling Now Requires…

• On-Demand Products

• Immediate Results

• Explanation of Risks

• Service Assistance

Prevue’s AdvantagesOn Demand Product

In-an-instant assessments, Prevue Wizard

Turn “Selection” to “Development” in a click

Immediate Results

System delivers upon completion

Clear & concise reports

Risk Reduction

Sound Benchmark Development Process

Legally Valid, Well Researched

It’s All Still In There – Just Easier!

Gaining New Prevue Clients

• How To Find Prospective Clients

• How To Qualify Them

• How To Position Prevue

• How to Close Sales

• How To Service New Clients

How to Find New ProspectsBECOME the Authority…

Networking Events

Web Advertising

Strategic Alliances

Associations

Host a Prevue Event

Network everywhere, often, and well

Be visible, avoid “we, me, I” talk

Find mutually beneficial situations with consultants and others

Get involved locally, join, serve, and discuss

Take your new status and showcase a solution

How to Qualify New ProspectsGet to the heart of the matter…

Determine Employee Level

Determine Need & Budget

Overcome Roadblocks

Propose Solution

Who are you talking to? Can they make decisions?

Interview for their source of pain, and resources for solving it

Provide a value statement and address objections

Simply tell them whether or not you can help

How to Position PrevueListen to your customer…

Trouble Positions

Poor Hiring Processes

“Warm Body” Syndrome

No Plan for Incumbents

Internal Ascent Issues

“We’ve already replaced this position 3 times this year…”

“I haven’t even had time to write the job description…”

“At this point, I just need someone in here…”

“The most common complaint we get from employees who leave is a lack of development training…”

“We’ll be offering retirement packages but that leaves key positions open…”

How to Close New Prevue CustomersKnow when your customer is ready…

Focus on what is most emotionally powerful

Avoid detailed discussions of features

Confirm fulfillment in “pain” areas & address fears

Justify the value from their perspective

Ask For The Business

Reiterate the core savings; time, stress & money

Don’t fill the air with features, stick to benefits

Absolutely the #1 reason sales efforts fail

Put on your customers shoes and tell them how they gain value

Servicing New Clients

Delivering the almighty ROI…

Don’t “Dump and Run”

Create a Marketing Plan for Current Customers

Even if your client asks you to! Make yourself part of the solution

Your best customer is your current customer! Never stop providing value.

Retaining Prevue Clients

Growing your current relationships through Prevue

• Looking for Expansion

• Knowing Their Business

• Becoming Part of the Solution

Expanding Prevue’s Reach

Your foot is already in the door…

Ask about other problem positions

Discuss Development & Succession Planning

Position yourself as a change agent

Ask for Introductions

Your contact may not have one, but a colleague might

Offer Prevue as more pieces to the puzzle

Show your willingness to assist in efforts beyond your current scope

Most organizations using Prevue could easily expand, if they only knew

Know the Challenges

Inform yourself on issues your client faces…

Stay abreast of news on their industry

Make sure they know you’re interested

Understand how Prevue provides value in context

Become a valuable resource

Who are the big players? What is changing? What does it mean?

Discuss industry specific, but off-scope, topics with your client

Spend time formulating how Prevue can solve future pain

Send industry news with tips on how to overcome challenges

Become the SolutionEnter a new level of client service…

Create Proposals

Clear Your Calendar!

Write a value-driven proposal based on your knowledge, citing success

Every new piece of consulting work means less cold calling!