Frequently Asked Questions
Here are answers to common questions asked about our services:
- Who are your typical clients?
- What is your usual engagement process?
- What is your fee structure?
- How much is your day-rate for consultants and interims?
- How would you be able to help us sell our complex technical product?
- What is your associate model?
- Do you sell to consumers?
Q: Who are your typical clients?
A: Typically our clients are start-ups or SMEs at the crucial growth stage of 5-25 employees providing a complex product or service to other businesses. Organisations of around this size often find they now require a systematic approach to revenue generation, and that further growth demands that the sales function follows certain procedures in order to perform more reliably.
Q: What is your usual engagement process?
A: Any assignment we undertake always starts with a no obligation/no fee discussion to investigate the client's particular situation, agree the potential scope of work, and determine the client's key objectives to be achieved from the assignment.
Q: What is your fee structure?
A: Individual consulting projects and interim assignments are typically charged on a day-rate basis. Sales outsourcing engagements are usually charged on the basis of a fixed monthly fee plus an agreed % commission of new contracted revenue.
Q: How much is your day-rate for consultants and interims?
A: Our day-rates vary depending on the scope and duration of the project and skills required of the consultant. The rate we apply is very competitive when compared with the fully expensed total equivalent cost per day, were you to try to hire the same level of skills from a full time employee (though this route would not confer the same benefits of flexibility).
Q: How would you be able to help us sell our complex technical product?
A: Whilst good product knowledge is always necessary, winning new business is more often down to excellent sales campaign management. If there is a "pre-sales" technical requirement then we would expect clients to provide an expert to assist on conference calls or face-to-face meetings as appropriate. This enables us to focus on developing the customer relationship and managing the opportunity throughout the sales cycle. On longer term sales outsourcing engagements, we can acquire the necessary product knowledge to demonstrate and execute field meetings independent of further client input.
Q: What is your associate model?
A: We work within a network of independent sales consultants, interim managers, coaches and trainers. This model enables us to provide the best fit individual for each particular client assignment. In addition, our reduced business overheads enable us to provide consultants on competitive rates when compared with a traditional management consultancy route.
Q: Do you sell to consumers?
A: We specialise in sales which usually involve protracted or complex sales cycles. This tends to be a characteristic of the B2B rather than B2C sales environment.