We share our clients’ ambitions. We work to understand their reality and deliver measurable results—focusing on strategic decisions and practical actions. And we align our incentives with our clients’ objectives, so they know we’re in it together.
Management Consulting Services to CEO’s and Sales Leaders in Asia:
Advisor to the CEO
A HUNDRED SHOTS, A HUNDRED BULL’S EYES.
I help the CEO’s of information technology and services companies to achieve their growth strategies in Asia by providing business advice and support. I have spent 20 years learning how to win in Asia by combining Asian and Western thinking and tactics. This is my competitive advantage. I can provide the subject matter expertise for the CEO to architect a world class selling capability across the organization resulting in significant competitive advantage.
Big Deal Advisor
THERE’S ONLY 1 WINNER AND IT NEEDS TO BE YOU.
I primarily act as an advisor to the sales leader and the “backroom dealmaker” to help them win the business. I can provide an objective perspective on the key win themes as compared to the competitive alternatives, and the decision criteria. I can review the relevance of the team’s research and provide constructive feedback and suggestions on their proposed offer and how the team plans to tell this story across the customer stakeholders. We review the project risks and key dependencies.
Coaching and Mentoring – Sales Leaders
A GREAT SALES LEADER CAN POSITIVELY IMPACT A SALES TEAM’S OVERALL PERFORMANCE BY AS MUCH AS 18%.
Coaching: I review the sales leader’s plans and tactics across their people, organization and business leadership accountabilities. We identify strengths to leverage and issues to resolve.
Mentoring: I focus on the leadership behaviours required to secure trust, their ability to step up to big challenges, be self-critical and a role model for accountability.
Coaching – Sales teams: I coach sales teams on how to develop breakthrough business ideas for their customers, how to tell the story, and how to negotiate the ROI with a customer.
Sales Training & workshops – Sales & Marketing Team
YOU HAVE ALREADY INVESTED IN SALES PROCESSES & TRAINING, BUT THE EXPECTED SALES GROWTH AND IMPROVED FORECAST ACCURACY JUST ISN’T THERE. TYPICALLY 88% OF WHAT IS LEARNED IN CLASSROOM SALES TRAINING IS FORGOTTEN WITHIN 30 DAYS OF THE SESSION UNLESS THERE IS STRONG REINFORCEMENT BY SALES LEADERS AND THE NEW PROCESS OR CONTENT IS WELL INTEGRATED WITH THE REST OF THE ORGANIZATION.
If you are just not getting the results you expected, then sometimes a short, targeted refresher session can help to accelerate adoption. I provide workshops for the sales and marketing team to address the adoption issues through tailored role plays, simulations and case studies. And separately I provide for the sales leaders on the coaching tactics and the business rhythm required to lead the adoption.