Winning Big Contracts
is the solution!

(Assessment + Strategy
+ Plan + Coaching = Results)

As a result of increased competitive and buying pressures, even the most seasoned sales teams, managers and executives occasionally need an objective assessment of their status in a major sales campaign and an expert view of what it will take to win the sale, if it can be won.

Purpose

To develop a creative strategy followed by a detailed plan of how to win the contract based on providing an objective, accurate assessment of your critical sales opportunity.

Value

An impartial, expert assessment of your approach on the opportunity will determine if you should continue to invest and if you continue, how to maximize the effect of further investment. If the sale is still winnable, we will provide, in active collaboration with your team, a strong, competitive strategic sales plan that will dramatically improve your chances of winning. As a by-product of this process, your team will be provided with new strategies, tactics and approaches for winning business against tough competition in challenging environments.

We will coach your sales team on specific best practices for the critical customer meetings. Optionally, we can also provide a “safe practice” simulation for them to gain feedback and suggestions from similar executives before meeting with the customer executives.

 

The Process

Stage I (Discovery & Initial Assessment):

  • An agreement for Stage I is reached which includes a mutual non-disclosure agreement.
  • The account owner (person responsible for winning the opportunity) forwards any existing account planning and other pertinent information to Major Client Selling.
  • We interview the account owner and selected team members.
  • During this stage, we re-qualify the opportunity to decide if it is winnable.
  • If the opportunity is winnable, an agreement for Stage II is reached.
  • We immediately schedule a multi - hour planning session with the entire sales team (sales, technical support, management) involved in the opportunity.

 

Stage II (Strategy & Planning):

During the intensive, multi - hour strategy & planning session, we

  • Re-assess the opportunity using the structured Situation Assessment tool
  • Confirm or reconstruct a new sales goal/objective
  • Confirm the existing strategy or devise a new one using the Advanced Strategy tool
  • Formulate specific events, tactics and tasks into an Execution Plan that will support the strategy and drive the sales team to a win
  • Review and coach specific plans for critical customer meetings

Additional strategy & planning sessions are scheduled for between one day and twenty-one days after the initial planning session, depending on the urgency of the situation.

Fees:

  • Fees are determined based on the value of the potential sale, the stage in the buying cycle, the length of time remaining to the contract date, and the number of sales teams/sales opportunities supported.
  • Some projects can qualify for a “success sharing” plan, which includes a lower fixed fee combined with a result-based fee component.

Major Client Selling has coached sales teams on critical sales opportunities in a wide variety of customer environments from government to defense to education to industry verticals such as energy, manufacturing and banking. We’ve successfully assisted in the sale of products and services such as advanced technology, software, industrial products and consulting projects for a variety of clients including General Dynamics, Hughes Aircraft, Cansel Survey, Amtec Engineering and Spectrum Signal Processing.

We can raise your success rate to new levels. What would be your profit improvement from raising your success rate to 70%, 80% or even 90%?

 

 

FREE REPORT

The Seven Deadly Mistakes That
Cause You To Lose Large Sales

Navigating through the "maze" of a large complex sale can be confusing. But it doesn't have to be.

Seven Deadly Mistakes coverGet 22 pages filled with information about what causes the most common mistakes and advice on how to avoid them. Learn about mistakes such as Failing to Confront Reality, No Business Case and Wasting Resources on Poor Opportunities.

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Client Successes

"incredibly well targeted"
- Hughes Aircraft

"staff have been very enthusiastic"
- General Dynamics

"results . . . have been excellent"
- Cansel

(read more)

FREE REPORT

The Seven Deadly Mistakes That
Cause You To Lose Large Sales

Navigating through the "maze" of a large complex sale can be confusing. But it doesn't have to be.

Seven Deadly Mistakes coverGet 22 pages filled with information about what causes the most common mistakes and advice on how to avoid them. Learn about mistakes such as Failing to Confront Reality, No Business Case and Wasting Resources on Poor Opportunities.

Subscribe to our free regular newsletter about complex sales challenges and you can download Seven Deadly Mistakes immediately.
 

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the Seven Deadly Mistakes report