Let us Help Introduction
We can help in many ways – one of the obvious ones being to provide free, open access to this website to give you ideas and perhaps give you enough to get you started. Of course, we run a business so we have several ways of supporting you in improving your business.
If you have arrived here, then probably you have taken a look through some of the content, and you will have seen that we are advocating a proactive approach to sales – using the whole sales cycle in a simple, but structured way, to get to the real issues and understand who matters, and what matters to them. It is only by aligning with your customers’ real needs that you can hope to align goals – and it is only by understanding real needs and aligning with them, that you can succeed.
If that sounds too much like a fairy tale, consider this: in using an approach based on aligning with real values and needs, over many years, I have never failed to identify a value to the customer that is less than ten times (often, many multiples of this) greater than the identified cost of the deliverable to the customer.
Once this is agreed, and assuming there is some sort of differentiation between you and your main competitor (this isn’t always about technology or functionality – often it can be as simple as confidence and trust and better relationships), then price becomes less important – whatever the customer says. Of course, the Value Ceiling of any project will be unique. Understand it, however, and what drives it, and you move to a different place in terms of the conversations you can have and ultimately, the type of relationships you develop.
This is not as easy as sitting back and waiting for a bid to arrive, and then trying to win on price. If that is really your approach, then don’t waste time looking here. There are “price leader” companies in every market. If that is you, if your costs are lowest, and you are most efficient, then that is your differentiation, and you would still want it to be recognized and accepted. If you are planning to be “price leader” but you aren’t “cost leader”, being cheapest isn’t really winning. Nor is it the way to build your business profitably.
Yet, you don’t have to be a massive multinational to take this proactive approach. We have used several decades’ worth of experience to compress this down – applying the 80/20 Pareto rule – to create some distinct approaches that are fast, efficient, and fit-for-purpose.