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Vision + Execution + Patience = How we deliver.
Within many sales organizations, gaping holes exist between the company's vision and what actually happens day-to-day.
Into these holes fall millions of dollars due to bloat, inefficiencies, wasted effort, failed activities and non-existent communication.
When you combine these shortcomings with inabilities to see past day to day operational issues, lack of strategic execution and failure to hold people accountable for change, it leaves your business unable to realize long term, strategic success...
...all at a very large cost.
With this cause and effect in mind, we've designed a modular improvement strategy that will enable you to discover and eliminate these gaps.
Our Modular Improvement Strategy:
Our holistic strategy is built on a high-value, low-risk approach to rapidly transform your organization into a selling powerhouse.
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Understanding your current environment and building an improvement roadmap.
We perform a discovery oriented assessment and provide you with a clear snapshot of your current operating environment.
This allows you to gain a baseline for defining your improvement options. From there, we'll work with you to identify opportunities that will enable you to improve your service performance and drive down costs.
Finally, we'll build you a strategic road-map of initiatives geared toward achieving optimal end-state results and help you articulate exactly how to realize them.
Measuring your current service performance and establishing improvement baselines.
Once the discovery and assessment module has been completed, we'll dive deeper into your organization and leverage our proven analytical processes and tools to definitively capture and measure your current service performance and costs.
This includes examining and documenting the end to end administrative details of your current service delivery capabilities.
We give you specific operational level measurements including service quality and process performance metrics.
This information provides you with the critical data you?ll need to drive decision making activities needed to determine service level requirements and validate their potential cost of service.
The net-net of this module is to gain a quantified and data enabled validation of the current production service levels within your organization and link them to your improvement roadmap.
Capturing and planning to optimize your business processes.
Throughout this initiative we'll document all the operational processes you currently have in play. We'll help you uncover gaps, discover overlap and determine how you can optimize them for success.
Additionally, we'll work with you to rationalize the fine line between "doing things right" and "doing the right thing".
We'll look for ways to implement new processes and radically improve your business performance internally while ensuring alignment to your external customer goals.
Ultimately, as we make sure your processes reduce variation and waste, we?ll provide recommendations on how you can assign or realign process owners necessary to and maintain continued accountability.
Optimizing utilization levels, skill pools and cost models.
During resource improvement activities, we'll review every individual job function involved in your sales support processes and clearly define each and every role.
Next we'll capture the information needed to determine skill set gaps, resource overlap and current utilization levels.
We'll also help you determine how to separate the roles and tasks associated with highly-repeatable activities and isolate functions requiring stronger controls to ensure a consistent, high quality work output.
Finally, we enable you to rationalize and align your business to the required areas of outsourcing, insourcing, remediation and re-sourcing and deliver a vendor-agnostic approach that distills their associated benefits so you can easily understand your optimized end-state options.
Once complete we'll arm you with the experience, methodologies and execution capabilities you'll need to successfully transition your organization into a "right-sized, right-skilled and fiscally-fit" machine optimized to support your business with minimal disruption.
Strengthening and automating collaboration, workflow and communications.
After your business processes have been aligned, we'll uncover ways to leverage technology to increase the quality, accuracy and velocity of your sales support efforts.
We'll help you find ways to "do more with less," ensure that no more tasks are lost in the cracks, eliminate endless paper trails and greatly decrease processing times.
Additionally, we'll seek opportunities to shift repetitive tasks away from humans to increase quality control, enhance collaboration and strengthen communication levels through automation capabilities.
We'll help you choose the right set of centralized tools that allow your employees, vendors or partners to promote quick, easy and cost-effective fulfillment of sales requests, information assembly and re-purpose of sales materials and templates.
Most importantly these tools will possess the capabilities to output the performance and control data you'll need to seed future process improvement and sales behavior change initiatives.
Placing optimized process, people and technology into service.
Service transition activities are focused on placing new people, process, tools and associated service changes into production.
Together, we'll develop cost and time estimates, an execution plan and a risk mitigation approach designed to reduce variations in the planned vs. actual performance of the services to be transitioned.
We'll also make sure the plan is designed to ensure minimal impact on your production services, operations and sales support organizations.
Next we'll help your business fully understand how to use the new or changed services and how they can best be used to enable positive business change.
This low-risk approach provides you with an accelerated transition path, open communication plan and the transparent service transformation you'll need to achieve your goals.
Capturing, analyzing and reporting newly implemented service performance data.
Service management is centered upon implementing the fundamental infrastructure needed to report and manage change in your business environment.
Once we have this information we?ll compare it against the original baseline and desired business results as defined during execution planning activities.
We measure, track and compare trends in utilization, work effort, process performance and spend.
The goal is to provide the necessary data elements required to identify gaps, isolate areas that require additional fine-tuning and set service level performance criteria.
Managing business requirements sustain and improve your new sales support organization.
Service governance equips you with the operational framework and management capabilities you'll need to ensure your people, process and technology consistently continue to deliver on your most critical operational efforts.
We'll help you create business rules required for control and compliance and assist you with ensuring they're met along with continuous performance assessment, improvement research and development of new capabilities.
Next we'll assist you with outlining and tracking against operational performance requirements (OPR), key performance indicators (KPI) and analytics definitions necessary to measure service level performance, to drive end to end operational performance and spend.
Additionally, we implement solid measurement and reporting practices to ensure these rules are met while providing to the information to make drive data driven decisions, substantiate need for change, mitigate risk, realize value and place focus on what matters most in your business...Selling.
How we execute our strategy
You depend on us to help you build, execute and deliver the critical components of your organization's vision.
Because of this we take our engagements very seriously and our professionals are the critical component we use to drive the end-to-end execution and management of our engagements.
They're the "connective tissue" that ensures your complex requirements and critical priorities are met, are accountable for verifying and validating planning activities and responsible for monitoring the overall performance and risks during the engagement.
As we execute each module of our improvement strategy we'll measure success in terms of benefits, which are composed of service and financial improvement opportunities across your organization.
These areas typically include increased profits, decreased costs, efficiency gains and synergies between people, process and technology.
At the start of the engagement our we'll work with your key individuals to define performance standards and set goals ensure those standards are met across the board both functionally, technically and financially.
From there we begin aligning your vision, objectives and goals while helping you understand related business constraints.
We'll also help you determine the process, tools and technology required to achieve the right solution based on your resource and cost options.
Most importantly we'll own the task of monitoring and bringing together the information on projects, resources and timescales and we'll be accountable for helping you build an overall execution plan.
Along the way, we'll place strong emphasis on ensuring the correct people are held accountable for the outcome of execution management with a strong focus placed on structure, change and control of your solution and performance objectives.
When you adopt and leverage our modular improvement strategy , you'll be confident your best interests will be met through a low risk, maximum-value and solid-return on investment experience.
Bring it all together
When you combine your vision and opportunities for change with our modular improvement strategy and flexible solutions, you'll have everything you need to augment your existing capabilities or completely transform your end-to-end sales support operation.
An operation with reduced sales complexities and the ability to drive substantially higher win results.
Your net gain will be an organization capable of realizing tomorrow's long term goals of attaining an optimized, fine-tuned, end-to-end selling machine that enables your sales force to "simply sell".
To drive our modular improvement strategy, we offer a focused range of services designed to help you rapidly make the change from today to tomorrow.
>> To learn more about the types of services we offer, click here |
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