CRM for BINUS Intl

EXCELLENT CLIENT RELATIONSHIP MGMT. IN

ADVISORY SELLING

Soegeng Priyono Founder of DevOne Advisory Co.

Jan 2016

©DevOne 2016. All rights reserved.

WHY COMPANY BUY ADVISORY SERVICES?


➤ To leverage external expertise, experiences ➤ To accomplish project objective in a faster and better

way ➤ “Guaranteed Result” / Assurance ➤ Ability to deliver (definite SOW, deliverables, fee, and

timeframe) with penalty in case of delay ➤ Scale, magnitude, and hi-complexity of project ➤ Legitimation ➤ Endeavour that no one has ever done it before


WHAT DOES IT TAKE FOR YOU TO SELL THE SERVICES?


➤ Your company must be perceived as the expert; the very experienced - “been there done that many times”

➤ Client conviction that your company can deliver; will not runaway from risk; and financially capable

➤ Sufficient pool of resources ➤ Brand Image ➤ etc.

Above all of the above, you must posses Finesse in Account Relationship Management


WHY ACCOUNT RELATIONSHIP FINESSE IS VERY CRUCIAL?


➤ Client only share information when they are comfortable with you ➤ Real client needs can only be grasped early on by smart account

relationship manager. When it is out at media, very likely it is already too late for you.

➤ Better yet, help your client to conceive the needs way before your competitors think about it.

➤ Moment of Truths are mostly revealed in informal situations, e.g. huddling, get together, happy hour, etc. Not in formal meetings.

➤ Keep in mind a simple approach:

Discover -> Define -> Confirmed -> Deliver ➤ Build a strong, well defined Value Proposition to address the client’s

needs ➤ TRUST is Key !


Define

DeliverDiscover

Confi

rm

Discoveringopportuni0estohelpyourclientssucceed

Deliverwhatyoupromisedtodelievr

Confirmwhetheryourunderstandingiscorrect

Defineyourclient’sneedsandyourvalueproposi0ontoaddressit


ESSENTIALS YOU MUST EQUIP YOURSELF WITH


➤ Excellent interpersonal skills and strong self confidence such that can liaise with Key Decision Makers smoothly.

➤ Excellent business acumen! ➤ Work hard and smart to become a Confidant to Key Decision

Maker (s) ➤ Very good at doing professional groundworks:

➤ Do Account Planning at end of the year for the following year, and update it regularly

➤ Imagine “SCUBA Diving Venture: long and tedious preparation for only 30-40min of diving”

➤ Research, research, research —-> business intelligence!


Where is the technical competencies??

Selling Performing/ Delivery

New Entrants

PRODUCT Co.

RESPONSIBILITY MODELS

Selling

Performing/ Delivery

Trainee

Partner/ Director

Associate

Cons

Manager

New Entrants

ADVISORY Co.

EXCELLENT B2B BUSINESS DEVELOPER IS LIKE A GOOD HUNTER

RATHER THAN A STORM TROOPER


The HUNTER

The Good Hunter

1. THINK and DECIDE the Target Animals,

2. Choose the Hunting Field,

3. Prepare The Right Weapon and Ammunition,

4. Spot the Animal,

5. Take A Good Position,

6. Focus on target,

7. SHOOT !!

8. Bring the Animals Home.

©DevOne2015. All rights reserved.©DevOne 2016. All rights reserved.

Simo Häyhä

Simo "Simuna" Häyhä (Finnish pronunciation: [ˈsimɔ ˈhæyh̯æ]; December 17, 1905 – April 1, 2002), nicknamed "White Death" by the Red Army, was a Finnish marksman.

Using a Finnish version of the Mosin–Nagant rifle in the Winter War, he killed at least 505 men, the highest recorded number of confirmed sniper kills in any major war.


Vasily Zaytsev

(23 March 1915 – 15 December 1991) was a Soviet sniper and a Hero of the Soviet Union during World War II.

Between 10 November and 17 December 1942, during the Battle of Stalingrad, he killed 225 soldiers and officers of the Wehrmacht and other Axis armies, including 11 enemy snipers.


The Bad Hunter

1. Prepare the hunting gear as usual, with No Specific Target in mind,

2. When OVERHEARING that in nearby forest there are Big Animals, they get very EXCITED and mobilize the whole troops to go hunting,

3. They BEAT AROUND THE BUSH,

4. Whatever come out they shoot or beat to death with weapon they happen to carry,

5. Very loud and noisy, and

6. Sometime even forget to bring the animals home.


It doesn’t matter how many resources you have.

If you don’t know how to use them, it will never be enough


Documents

CRM for BINUS Intl