Faster, Better: Shear-Wave Velocity to 100 Meters Depth from
Velocity: The Faster Road to New Business | with Lisa LaMagna
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Get off the marketing treadmill! Learn how to fill the new business pipeline faster, and move faster through your pipeline to find the clients you want.
Transcript of Velocity: The Faster Road to New Business | with Lisa LaMagna
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PRESENTED BY LISA LAMAGNA LAMAGNA + ASSOCIATES
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Umbrella goal: GAIN CONTROL OF THE BUSINESS
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Get Agreement Before Moving On
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Bucket 1
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Bucket 1
Desires, goals, objectives
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
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Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Get Agreement Before Moving On
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Get Agreement Before Moving On
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Activity 1 Activity 1 Activity 1
Activity 2 Activity 2 Activity 2
Activity 3 Activity 3 Activity 3
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Activity 1 Activity 1 Activity 1
Activity 2 Activity 2 Activity 2
Activity 3 Activity 3 Activity 3
Is this everything? Anything else?
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Activity 1 Activity 1 Activity 1
Activity 2 Activity 2 Activity 2
Activity 3 Activity 3 Activity 3
What are the risks? What could happen?
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Activity 1 Activity 1 Activity 1
Activity 2 Activity 2 Activity 2
Activity 3 Activity 3 Activity 3
Timeline: Rapid assessment? 2 phases? 3 phases?
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Activity 1 Activity 1 Activity 1
Activity 2 Activity 2 Activity 2
Activity 3 Activity 3 Activity 3
Timeline: 3 phases, 30 days each
Fee: Value-based fee, incentives, terms
Umbrella goal: GAIN CONTROL OF THE BUSINESS
Goal in dollars: $10 million additional fees in 2014
Sales & Marketing Client Workflow Team Dynamics
Win more $1MM+ projects, more strategic projects, more C-Suite engagements
Regain control of client workload and cash flow
Increase confidence, and satisfaction of team
Activity 1 Activity 1 Activity 1
Activity 2 Activity 2 Activity 2
Activity 3 Activity 3 Activity 3
Timeline: 3 phases, 30 days each
Fee + Terms
PROPOSAL REVIEW
KICKOFF MEETING
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WHY YOU SHOULD NOT DO CONSULTING DURING SALES
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