client discovery & engagement workshops · title: microsoft word - unitive - client engagement...
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STRATEGY | LEADERSHIP | SALES | SERVICE | CHANGE
Bringing the building blocks together - Discovery | Insight | Focus | Plan
CLIENT DISCOVERY & ENGAGEMENT WORKSHOPS
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Major Client and Account planning in many organisations fails to achieve the ROI expected from the companies chosen methodology. Some of this can be attributed to:
• Inconsistent methodology and change implementation
• Lack of executive sponsorship • Early and poor client engagement in their
buying and vendor planning processes • Failure to engage the broader ecosystem and
third party involvement
Unitive are experts in change and sales methodology implementation and adoption.
Working with fortune 500 companies through to fast growth start-ups, Unitive helps their clients with tailored and practical solutions to assist sales teams engage clients in their own buying process and sales leaders drive structure and engagement with their sales teams.
Understand and Engage your clients: One of the key approaches that Unitive clients are leveraging their existing methodology and process investments is to run facilitated targeted workshops with clients.
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These workshops develop further understanding client business strategy, initiatives and priorities and then dynamically validating ideas, insights and opportunities.
UNITIVE PTY LTD PO Box 420 Wollongong, NSW, Australia, 2500
PHONE +61 419 561 490
EMAIL & WEB [email protected] www.unitive.com.au
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Unitive facilitates client/buyer discovery and engagement sessions that:
• Facilitate the client/s buying process by involving client/s and partners in a collaborative planning process that...
• Ensures a fuller understanding of the client’s business, strategy, priorities and initiatives...
• Enables the partner ecosystem for that client and …
• Provides a story / visual layer for the client and team and…
• Builds a pipeline of quality opportunities in the account that …
• Enables sales teams to qualify & focus on generating growth opportunities through insight based & compelling value propositions which...
• Orients sales teams solutioning toward business outcomes rather than purely technical outcomes and…
• Serve as high quality input in to current account plans and prioritisation of opportunity planning
• The same workshop model is often used to engage clients around specific opportunities or innovation days
Unitive brings clients:
• Highly skilled facilitation that can bring any group together to work towards a common outcome
• High action plan orientation / facilitation style that drives commitment and accountability
• Visual engagement layers that engages client, partners and team around the strategy/story
• Deep experience in facilitating team engagement through highly complex sales pursuits
• Experience and accreditation with major account and opportunity planning methodologies (InfoTeam, Miller Hieman, Huthwaite SPIN, Challenger Sale and others)
• Expertise in organisational change and strategic implementation
• Good understanding of what works and what does not work with Account and Opportunity planning in many organisations across industries
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• Therefore Unitive can advise on how to focus implementation of planning for maximum ROI – ROI is typically seen in metrics such as pipeline shape (size & quality), client/buyer satisfaction and engagement, value and shape of subsequent opportunities
Talk to Unitive about how we can help you drive business results with your clients.
For case studies visit: www.unitive.com.au
UNITIVE PTY LTD PO Box 420 Wollongong, NSW, Australia, 2500
PHONE +61 419 561 490
EMAIL & WEB [email protected] www.unitive.com.au