For Professional Services firms selling big ticket outsourcing services or transformation programmes; intelligence and relationships are everything.
However, sales teams often find themselves drawn into spending too much time responding to bids and not enough time pro-actively developing accounts to pitch new innovations or building relationships pre-RFP stage.
The expectation is, that with salespeople only managing a relatively small number of accounts, they should know everything about them and everyone within them. The reality is of course that these are often vast accounts, with multiple business units; all with potentially several dozen relevant stakeholders with which to hold relationships. Being able to cover this landscape is hard enough, but when combined with the fact that bid processes are all-consuming for a salesperson for many months, it is hardly surprising that many professional services organisations find themselves with lumpy pipelines and the success or failure of their year riding on one or two big deals.
Over time it becomes difficult to drive new logo acquisition in a systematic way.
The sales organisation loses the ability to drive new business; surviving on renewals, it becomes reactive, with pipelines filled with opportunities which lack the right sponsorship level, where there hasn’t been the opportunity to truly differentiate against the competition and sales teams are constrained by procurement processes.
Traditional demand generation has never worked well in this environment, often leaving the only real option being to hire new business hunters into the field sales teams. However, even new hires no longer have the bandwidth once they get into active pipeline and bid cycles. The constant competition for talented salespeople, high recruitment and salary cost, coupled with long ramp up times, makes this an expensive way to scale the business.
A different approach to new client development.
Clarify’s business development teams provide a systematic approach to account coverage that opens interesting and senior new relationships for field sales teams and provides them with the deep intelligence they need to deliver a compelling and differentiated value proposition. Engaging early and with senior stakeholders is crucial to allow for creativity and innovation, helping to avoid situations where RFP’s are procurement led and focus solely on cost.
Clarify helps professional services organisations by creating growth for emerging, higher margin offerings as well as ensuring that they have a robust pipeline of opportunities where they have a strong, proven ability to execute; de-risking the pipeline by introducing a spread of deal sizes and types. By opening new business opportunities early in their lifecycle, Clarify’s clients have influence to shape bids that play to their strengths.
We help to take the complex individual use cases unique to one customer and identify opportunities to solve the same business issues in adjacent industry verticals.
All of these facets bring repeatable and scalable new business capabilities into the relationship-driven world of professional services.
To find out more about how Clarify is helping other professional services firms to build a stronger go-to-market model, please contact +44 (0) 1189 126 800 or send an e-mail to email@example.com