Tips for Selling as Consultant
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Transcript of Tips for Selling as Consultant
7/31/2019 Tips for Selling as Consultant
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CE v6.3
Jari Kokko
28.10.2011
Tips - How to sell as a Consultant
Yes, I cansell!
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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!
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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!
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CE v6.3
Sales organization
© 2008 Capgemini - All rights reserved
SELLING AS A CONSULTANT.PPT4
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CE v6.3
What do we mean by ”selling”? – Framework
© 2008 Capgemini - All rights reserved
SELLING AS A CONSULTANT.PPT5
Yes, I cansell!
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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!
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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!
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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!
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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!
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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!
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CE v6.3 © 2008 Capgemini - All rights reserved
SELLING AS A CONSULTANT.PPT11
www.capgemini.com
Now you have a licence to sell!