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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