Collecting Information Copy

Why would the consultant wish to collect data at this stage?

How would they go about doing this?

Meeting with Client; non-competitive

  • More informal such as a telephone call or a personal visit.

Collecting Background Information

  • Industry data.
  • Company data.
  • Functional data.

Meeting with Client; Competitive

  • Collect data on the client and the problem.
  • Collect data on the competitors.
  • Differentiate from the competition.
  • Qualify for the proposal.
  • Sell the job.
  • Ask the right questions.

Approaching the Prospect

  • Approach clients once the opportunity has been identified.
  • Initially, determine whether the opportunity is worth following up, to confirm that it is real and under what conditions business should be conducted.
  • The initial approach is also necessary to present the consulting firm credentials and to establish it as a potential service provider.

Calling on the prospect

Be prepared:

  • Prepare your opening statement and fact-finding questions.
  • Prepare your “sales” message by establishing a list of benefits tailored to suit the client and your qualifying criteria.
  • Plan timing of your call; Mondays, Fridays, morning, afternoon?
  • Have all the correct “sales” aids with you.

Using a “Standard” Approach

Many large vendors have a standard bid or opportunity management approach, dealing with the steps and specifically risk and authority to proceed.

Qualification of the opportunity involves:

  • Asking how the work can be
  • Assessing the available information and the likelihood of
  • Asking whether more information is
  • Making a decision based on the
How Can the Work Be Sold?
  • What is the sales pitch?
  • A key factor driving the prospect’s buying decision (speed, quality, and price)?
  • What personal relationships exist and how can they be best leveraged or combined?
  • What can the account executive and members of the project team do to positively influence the sale?
  • What are our chances?
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