| JSRI Consulting ServicesJSRI provides consulting services in a number of areas for the organizational clients we work with. These services are provided as custom commissioned engagements to which we bring our unique methodology, processes and expertise. We only use senior-level consultants with at least 10 years of experience at a minimum on client projects. All the consulting that we provide is project-based and oriented to a short-term execution. In practical terms this means that we very clearly define the parameters and boundaries of the projects we work on with precise agreed upon deliverable outcomes including time frames and a fixed fee for services. We do prepare and present a report of our findings however we strive to keep these as concise and contained as possible and typically can keep these to 30 pages or less.
Some of the areas where we have and will provide standard consulting services are:
We also provide two unique, custom consulting products:
Structured Persuasion™
When you have identified a unique and specific client that you have targeted as a major/key account we will work with you and your sales people to develop a profile and analysis of this client's outcome and operating criteria, evidence criteria and strategies, decision-making and motivation strategies and idiomatic and idiosyncratic structure of their communication.
Once we have completed this analysis, we will prepare a profile of this client. This profile will be a specific, precise and accurate description of how this particular client makes buying decisions and is motivated to act upon them. The profile will include an analysis and description of structure of their communication, and what you must do to be successful when you communicate with them. The communication profile will detail how to motivate, influence and persuade this particular client in regard to your product/service.
While we can generate this profile with the client, we can also work without meeting the client ourselves using information provided by the sales person(s) who is responsible for this account and who have worked with this client to date. We will then translate the result of the analyses and profile into a Structured Persuasion™ to be used uniquely with this client. Finally, we will train and coach the sales person(s) responsible for this account in presenting to this client and stay with them throughout the entire sales process to its successful completion, including updating and modifying the approach as required to ensure success.*
Alternatively, we can provide a similar approach for a product/service line or client base. Upon being engaged by you we will provide an analysis of your product/service line and the specific client base for it. This analysis will identify how the buyers of this product/service buy and how your specific solution fits into this pattern. We will also analyze the top producing sales professionals of this product/service and model their essential skills and patterns. We will then translate the result of these analyses into a custom sales presentation for your product/service. This presentation will not be a "scripted" presentation, but a dynamic presentation based on the analyses and modifiable to each specific client based on their unique outcome and operating criteria and evidence criteria and strategies similar to the description above. We will then design a training program around this presentation to teach sales force to elicit the specific buying criteria and strategy of your clients and how to implement the presentation uniquely for them. We will also assist you in the delivery of this training program or deliver it directly to your sales force for you.
*We will work with you in either a standard fee-based relationship or on a success-fee basis as a percentage of gross sales made with this client, or a combination of the two (fee-based and success -fee, if you'd prefer a smaller upfront fee or a lower percentage for the success-fee).
Structured Negotiation™
We will provide a similar analysis and profile to be used in negotiation as described for Structured Persuasion above.
If you are interested in discussing how we might assist you in producing your organizational outcomes please contact us for a no-obligation initial telephone or in-person consultation. |
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