Win-Win Sales

Selling, Sales & BusinessRelate

The Business Relate Partnership Ltd brings together a strong combination of organisational re-design, change management, client survey and analysis, branding, marketing, and communication skills. We can take projects from planning and strategy through to final delivery of practical solutions.

We tailor each project to fit with your objectives and your preferred ways of working. The following outline is a typical starting point for discussions with you and the subsequent development of an agreed project plan.

Scoping the Customer Focused project

• Outline and agree project (objectives, processes, timescales etc)
• Assess client groupings and choose clients for review
• Develop strategy for feedback and agreement
• Draft content of review (specific and supplementary questions)
  

Data collection: What do your Customers really think of you?

• Internal research of client company (interviews, process maps, group discussions etc)
• Preparation for interviews
• Client visits and interviews

Plan to retain more Customers and stop others migrating

• Information and feedback collated
• Confidential report prepared and presented
• Issues identified and actions agreed
• Implementation plan drawn up

Working on your Culture & Processes to Delight Customers

• Agree composition of steering group and individuals to oversee implementation of changes
• Implement strategy, building in regular reviews
• Feedback to clients on actions being taken

Benefits: Life Time Value of your Customers

By taking forward a client retention and acquisition survey, we believe that there can be benefits all round – for your existing customers, for your strategy for acquiring new clients, and for the management of your business. Here are a few of these benefits.

Benefits of testing current Client perceptions of your service

• Demonstrates a clear commitment to managing and developing your relationship with the clients
  
• Demonstrates intention to provide added value to clients
  
• Provides assessment of issues, processes, actions and behaviours which impact on client service and experience
  
• Offers understanding of clients’ concerns and issues impacting on their businesses

Benefits of marketing capabilities for new clients

• Provides valuable data for branding and marketing plans
  
• Provides opportunity to streamline business processes to aid retention of different customers and client clusters
  
• Develops new marketing mix, closely driven by sales calls
  

Benefits for your business of client surveys

• Develops an overall process map of how you interact with existing and new clients
  
• Reveals why clients engaged with your business
  
• Encourages a more client-focused culture which is highly performance driven
  
• Highlights perceptions of the company and its quality of work and communications
  
• Sets up team standards of behaviour focused on delivering to the client and supporting the best interests of the firm

	BusinessRelate

Philip Atkinson

Philip Atkinson has been an organisational re-design and change management consultant with companies large and small in the UK, Europe and the USA for more than 20 years. He has driven organisational change in blue chip multinationals such as Case CNH Global, General Electric, Volkswagen FS, Mortgage Express, Diageo, Aviagen, BT, and Lloyds, and in the 'other than profit' sector, including NHS Trusts and the RSPB.
 
With a unique approach, diagnostic tools and methodologies, he has developed strategies to implement effective organisational redesign and change faster than the competition and creates matrix organisations with top teams to troubleshoot and resolve core problems speedily and deliver measured performance improvement. Further information about Philip is available on his website: www.philipatkinson.com

Gordon Lee

A graduate of the University of Edinburgh, Gordon was for eight years the tourist manager for the City of Edinburgh before co-founding Shaw Marketing and Design in 1986. In addition to spearheading the company’s work in tourism, he also led it to the Investors in People standard, Shaw being the first marketing services company in Scotland, and the

third in the UK, to achieve the award.  He acted as an adviser to both IIP Scotland and IIPUK, and served for many years as a panel member.

In 2002, he led a management buy-out and became joint managing director. In 2008 he sold his shareholding and now works as an independent consultant, focusing on marketing, business development and people development. In 2009, he became a member of the board of management at Edinburgh's Telford College.

Shaw Marketing and Design

Shaw Marketing and Design, led by managing director Alastair Bruce and a founding partner of the Business Relate Partnership, has been established since 1986 and has been providing branding, marketing and communications solutions to clients in the private, public and voluntary sectors over its long track record.

It brings to the Partnership and its clients the expertise to turn communications challenges into practical solutions, implemented through its strategic, copywriting, design, digital and production skills.

Further information about the company, which is based in Edinburgh and Lerwick, is available on its website – www.shaw-online.com  - which also features a number of case studies, client testimonials, profiles, and a dog.

Our BusinessRelate website will be up and running before the end of September 2009 so pay us a visit at www.businessrelate.com