Strategies to dramatically increase win rate, lower cost of sales and improve engagement for large complex salesopportunities.

RISE

Radically Improved Sales Engagements

Contents Page

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Here’s The DealThe Large Deal Climate

Key Opportunities &IssuesConsultancy Methodology

Corporate Deal StrategyOrganisational ValueProposition

Best - In - Class ProcessYour Sales Ecosystem

Effective GovernanceRisk Mitigation

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Teaming & PeopleEstablish a step change

The Performance CaseThe Facts

MetricsThe Facts

The Core TeamMeet the team

Contact UsGet in Touch

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Here’s the deal

Winning large, complex deals is an extremely costly and time con-suming process. With costs that can run into seven figures, your investment requires the same management rigour you put into other aspects of running a suc-cessful business.

Radically Improved Sales Engage-ment (RISE), will bring a deal-win-ning philosophy, through focused teams, working to standard and globally consistent world-class methods and processes in dedi-cated local facilities.

The compelling business case:

- Greater win-rate, improved sales effectiveness and reduced bid costs- Increased local capability to win strategic deals- Implementation costs are rela-tively small, benefits are high, up to 70% reduction in bid costs.

Working in partnership with leading pursuit teams, Consalia has developed a rapid imple-mentation plan to transform your bid-engine.

Through effectively addressing the key issues that are holding back your sales efforts on com-plex pursuits and by implement-ing best-in-class processes, these benefits can swiftly be realised.

RISE follows a 5 step approach:

Evaluate the key opportuni- ties and issues Develop an holistic unique corporate deal strategy Implement a best-in-class pursuit process Execute a deal winning governance framework Ensure the right people are in the right roles

The result, dramatic improve-ments to your bottom-line.

Consalia Brochure - RISE2

THE LARGE DEAL CLIMATE

Step 1: It is perhaps surprising how many organisations do not have a clear, agreed and fully communicated elaboration of their value proposition.

We believe that improved sales performance requires a clearly defined and unique organisation-al value proposition, supported by effective sales processes and governance models, implemented by a team with the right skills and competencies. All of this under-pinned with a winning mindset.

Our approach therefore starts with an initial consultancy pro-ject. We evaluate the key oppor-tunities your organization has. We do this by studying your organiza-tional strengths and weaknesses; your processes and governance models; and conduct an audit of your existing skills and mindset. We will evaluate win loss reviews, interview customers and calibrate your perception of your strengths

with theirs, we will interview your sales team and assess their skills and performance levels.

We benchmark this against what we see as best practice in other organisations and work with you to define the gaps and work out the best way to accelerate your performance.

Our goal is not a ‘‘me too’’ ap-proach. So yes, we will leverage our experience of world-class organisations selling systems, but we aim to help you to create your highly unique and effective sales system for winning large deals.

Key Opportunities & Issues

CONSULTANCY METHODOLOGY

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Step 2: Following evaluation and validation of the issues, we move on to ensuring that there is a corporate deal strategy strongly orientated with a ‘Focus to Win’.

This starts with developing a joined-up Deal Strategy through creating a winning value proposi-tion for the organisation. A win-ning culture needs to be instilled. It is about making deals not chasing deals.

It is important to develop and infuse into the organisation one view of the world you offer and at all times develop and maintain a competitive edge.

Finally it is important to create a structured approach to innova- tion in the deal making process.

We do this through the award winning WVP ¨ programme. Cre-ated by Consalia, it includes nu-merous propriatory frameworks.

Corporate Deal Strategy

- 3rd Perspective Thinking for creative, ‘out of the box’ think- ing. - Use of extensive resource of analyst services for customer insights. - Market orientation and crea- tion of ‘WinThemes’ for inter- nal and external communica- tion. - Creation of a Winning Value Proposition. - Review of tangible and intangi- ble assets to create value.

With a winning strategy in place, we next ensure best-in-class pro-cesses are implemented.

Consalia Brochure - RISE

ORGANISATIONAL VALUE PROPOSITION

Proactive Creativity™ and Tactful Audacity ¨ are the winning mindsets required to chase complex deals”

Dr Philip Squire, CEO Consalia

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Step 3: Best-in-class deal pro-cesses are anchored to a winning deal philosophy, that puts the potential customer at the heart of all you do. Focus and think like the customer. Understand the customer value/benefits. Listen and lead the customer. Reinforce the win themes, stressing the relevance of corporate capability. Adopt a partnership approach, reinforcing a cultural fit.

We will provide standardisation of the end-to-end approach and the tools, to enable you to successful-ly execute winning deals. We will help you utilise a common Win Engagement Plan and implement standard templates for stream-lined, concise communications plans for the key stakeholders. We will support you to ensure that each opportunity commenc-es with a robust, formal Kick-Off Workshop.

We have best-in-class tools and

processes which we will customise jointly with your team to suit the specific needs of your organisa-tion. These include internal stake-holder plans, standard pursuit organisational charts, common issues, solution change and risk management logs, budget track-ing and reporting, structured pur-suit planning and review sched-ules, deal by deal resourcing, coordinated proposal production and negotiation structuring and planning.

Best- in- Class Process

YOUR SALES ECOSYSTEM

Focus and then think like a customer.”

Dr Philip Squire, CEO Consalia

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Step 4: How many times do you say after a lost opportunity “per-haps we shouldn’t have bid this”. We will look at how compelling are the business cases for approv-ing major pursuits.

Whether your review process is timely, clear and consistent. What quality checks are in place? Is Delivery adding appropriate risk and issues into the solution? How effective is your Sales Operations and cadence?

Given that strategic deals can drain your cash reserves, it is cru-cial to establish a rigorous qualifi-cation method and process.

Consalia has built the mechanism to qualify hard and early against strategic guidelines. Effective qualifications is about asking the questions and listening to the an-swers. Be honest with yourselves!

Qualifying out will cause friction and can sometimes be overrid-den for the ‘good’ of the account relationship. There may be pas-sion from some leaders to fill the pipeline at any cost, the ‘King’s clothes syndrome’. Qualifying right, is the key to optimising your sales budget.

We will help you develop a con-stant review execution process, with a standard agenda, built on deal relevance.

A standard bid pack, introduction of concept reviews assist you with ensuring that you have skilled re-viewers checking and challenging the bid.

And to ensure that the costs stay on track, we provide you with the process and tools to manage and maintain a constant bid budget.

Effective Governance

Consalia Brochure - RISE

RISK MITIGATION

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Qualify hard and early and you will optimise your cost of sale.”

Dr Philip Squire, CEO Consalia

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Step 5: At the end of the day, winning deals is all about people. Having the right people, in the right roles, performing the right tasks. Consalia understand what it takes to enable this and will unlock your talent through a con-sistent organisational model, with pre-defined roles and respon-sibilities. Utilising an approach for accelerated team dynamics against a strong process model. We advocate empowered deal makers with delegated bounda-ries and common processes.

The deals teams will have con-stant industry job specifications for all key staff (Sales, Bid Man-agement, Solution Architects, Fi-nance and Pursuit Management).

This will enable you to develop the people and a culture to ‘Make deals, not ‘Chase deals’. To edu-cate people to under-

stand drivers in the board room. Provide your staff with established career paths, through appropriate training and skills development

Consalia has created a Masters programme for sales leaders and sales executives selling large and complex solutions. Its MSc in Pro-fessional Practice Leading Sales Transformation is geared for sales managers. Our MSc in Profession-al Practice Sales Transformation is geared for those selling to large and complex accounts. We now have a quick route to market for those organisations who want to:

- Measure the outputs of training. - Provide a track for high poten- tial employees. - Encourage a culture of thought leadership and innovation.

Teaming and people

ESTABLISH A STEP CHANGE

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From 2004 to 2006 we embarked on global doctoral research projects on how large companies wanted to be sold to? This re-search defined four key mindsets required to win large deals.

- Tactful Audacity - Proactive Creativity - Client Centricity - Authenticity

One of the worlds largest IT out-sourcing companies was inter-ested in transforming their sales force suing the Mindset approach to underpin their sales process. From 2006 - 2009 we worked on 20 large deals with one half of the firms large deal pursuit team. Seven of these deals we qualified out of, saving millions of dollars in pre sales costs. Of those that were pursed a 73% conversion ratio was achieved. Results were compared with the other half of the firm’s sales team. The comparison was

quite staggering. Conversion ratios were more than twice as ef-fective with those teams adopting the mindsets. Further metrics are shared on the next page.

Since then we have significantly invested in developing our service offering in this area.

We have now developed an inte-grated approach to helping our customers develop both organ-isational as well as deal specific capability. We do this through the resources of key stakeholders and shareholders as well as directly employed staff.

These capabilities enable us to work with you to develop your unique sales enablement system around large deals.

Consalia’s Radically Improved Sales Engagement (RISE) will transform your bid-engine, bring-

The Performance Case

Consalia Brochure - RISE

THE FACTS

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Metrics

THE FACTS

ing a deal-winning philosophy, enabling you to achieve greater win-rates, improved sales effec-tiveness and reduced bid costs.

Implementation costs are relative-ly small, benefits are high.

By effectively addressing the key issues which are holding back your sales efforts on complex pur-suits and by implementing best-in-class processes, dramatic im-provements to your bottom-line can swiftly be realised.

$1 billion largest deal closed in 2012 using Consalia's WVP® methodology and mindset framework

Largest deal in Asia closed in 2012 for mid sized software com-pany – license revenues up from $1.5 million to $5 million

Consalia helps reduce cost of sales from 9.16% to 2.16% for one of worlds largest IT out-sourcing companies. From 2006- 2008.

Conversion ratios on all live deals supported by Consalia is current-ly running at 70% - from 2006 to 2012

1st ever Masters in Sales Trans-formation launched by Consalia in 2012

UK National Training Award wins based on Consalia’s WVP ® pro-gramme 2009 (Hewlett Packard) and 2010 (PRGX).

RISE created in 2012 provides an integrated approach to compa-nies selling large deals by lev-eraging key skills from different core practice areas globally.

The Core Team

Process & Governance:

Andrew Trender

Andrew has over 25 years of experience in the IT industry with IBM, HP, EDS and Logica. He specialises in supply chain management, alliance manage-ment and complex international outsourcing sales. His main focus is on developing and implementing an environment that supports the sales teams in closing deals in the most effec-tive way; in conjunction, provid-ing management with industry best practice communications, governance and reporting.

Creative Deal Making:

Dr Philip Squire

Phil Has specialsied in winning large large deals since 2004. His ground breaking global research into the mindsets required to win large deals has underpinned Consalia’s award winning WVP ® programme for complex deals. He has worked with the large deal teams in Hewlett Packard, T Systems, Logica, Siemens helping them to develop the right mindset to win. He is also the architect of the world’s first Masters in Sales Transformation for those selling complex solutions, in conjunc-tion with Middlesex University.

Consalia Brochure - RISE10

MEET THE TEAM

Photograph yet to be taken

Consulting:

Ian Helps

Ian has worked for major com-panies, including BP, Shell and E.ON, where he held a variety of roles including strategy man-ager and European business development manager, focused on major transnational deals. Whilst at Shell, he was a global consultancy manager, where he launched and turned around businesses throughout the world. He has also been on the supplier side, as VP of global accounts for Invensys plc,

He a member of the Practice Advisory Board for the Cranfield MSc in Strategic Marketing.

MEET THE TEAM

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HR & Consulting:

Beatriz Cambell

Beatriz has over 15 years expe-rience in HR working on all asp-pects of recruitment and selec-tion processes including testing, interviewing and reports, hiring contracts, wage management. She is expert in head hunting, development of Competence Based Management Models and Assessment and Develop-ment Centres. Before joining the Consallia team in 2000 Beatriz has been employed by Renault and Manpower.

Photograph yet to be taken

London

Consalia LtdThe Glasshouse5a Hampton RoadHampton HillMiddlesex, TW12 1JNUK

+44 (0)20 8977 6944 psquire@consalia.com

www.consalia.com @Consalia

Contact Us

Consalia Brochure - RISE12

GET IN TOUCH

Singapore

Consalia Asia PacificPte. Ltd8 Temasek Boulevard#42-01 Suntec Tower ThreeSingapore 038988

+65 9732 3181 csim@consalia.com

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About Consalia

Consalia is a joint venture formed by three of Europe’s largest and well-respected consulting groups: Praxi, Development Systems and ITC Network. We have a combined turnover of €35m, with 400 salaried consult-ants, and 20 offices in Europe and the Americas. In ad-dition, Consalia has affiliate partners in many European and Asian countries and a further 200 associates.

Copyright © 2013 Consalia