Profitability - how to thrive in a recession
Some businesses perform better during recessions than in the so-called good times. To achieve this for your business you need to work 'smarter' and in a highly focused way. In the current economic climate profitability coaching is second highest on the long list of topics that our clients request.
Winning new business plus negotiation skills
Do professionals sell? Whatever the answer it's almost certainly time to increase the quality and success rate of your new business activities - and suffer fewer lost opportunities. We've gathered many case studies from law firms and other b2b businesses where experienced people have subsequently beaten all their previous records. As the world economy wavers this may be just the right time to offer this type of additional support to those responsible for bringing in next year's earnings.
Waste of time management
How we use our time is a critical skill if we are to consistently achieve the results we need in the workplace, or indeed, what we want to achieve in our lives. Almost every day we discover that our clients' employees are ineffective at managing their time and this applies equally to executives and managers as new entrants. Time management 'systems' offered in the market as solutions to time management problems today can be too complex and time consuming to use. In many cases they may be entirely inappropriate for your needs. If you are not careful, you can spend all of your time planning and organising your work and end up not delivering anything. OvationXL take a different approach by providing practical tips that can be implemented to great effect on Day One.
Focus on your Top 20%…
Pareto's law suggests that the top 20% of almost anything equates to 80% of the benefit. So how can you maximise profitability from your best clients? Furthermore, should you think about renegotiating with your least profitable 20%? Your worst clients may actually be costing you for the privilege of working with them. Meetings with your best clients need to move away from negotiating one off deals. Are there opportunities to develop a mutually beneficial long-term partnership by delivering more substance and even greater value to your top 20%?
Your new strengths and abilities
- The true profitability of existing clients has been analysed.
- Developed alternative WIN WIN propositions with clients who had been less profitable - or even loss making.
- Sales strategy redefined towards delivering more tangible value to your clients.
- New persuasive negotiation with decision makers being used to good effect.
- Becoming a trusted advisor to several key clients.
- Meetings have become more decisive.
- Making high impact presentations.
- Developing more relationships with new potential top 20% clients.
Did you know?
Pareto law was devised in Ancient Greece. Whilst the precise percentage is not important there does seem to be much truth in the theory
Who would benefit?
Anyone keen to influence future sales strategy with the aim of increasing profitability through better utilisation of 'human capital' (your people).
To discuss a current or potential need, contact Robin Johnson at OvationXL
on 0845 260 7700 or