Hope is NOT A Strategy

The York Consulting Group, LLC

“Moving your Needle”

International Sales & Customer Relationship Consulting Simplify, Focus & Execute…to Win, Retain & Expand

Hope is NOT A Strategy

Why the “needle must move”: Business Obstacles/Threats/Challenges…

Hope is NOT A Strategy

“Moving your Needle”…what we do

Simplify  &  Focus  Sales  Strategy,  Process  &  

Infrastructure    

Win  “Game  Changing”  New  Clients  

Retain/Expand  “CriEcal”  Clients  

Hope is NOT A Strategy

“Moving your Needle”…scalable scope

The  Organiza,on/Business  Unit  

focus  

Team/Individual  focus  

Client/Prospect-­‐

specific  focus  

Hope is NOT A Strategy

“Moving your needle”…people-impact driven

Enabling  Team-­‐work/CollaboraEon    

The  “right”  people  doing  the  “right”  work  the  “right”  

way  with  relentless  consistency  

Filling  Resource  “Gaps”  

 Difference-­‐making  exper<se  not  otherwise  available  “in-­‐house”    

Extending  Resource  “Reach”  

 “To  do”  lists  complete…helping  your  team  address  

ALL  priori<es  

Hope is NOT A Strategy

“Moving your Needle”…what we do/deliverables Win  “Game  Changing”  New  

Clients  

Simplify  &  Focus  Sales  Strategy,  Process  &  

Infrastructure  

Retain/Expand  “Cri,cal”  Clients  

!   Prospect  Triage  !   Selling  Proposed  Value  !   Discovery  MeeEng  Planning  &  ExecuEon  !   Prospect  Research  !   CompeEtor  Analysis  !   Enabling  CollaboraEon  !   Prospect  Debriefs  !   Delivering  Compelling  Sales  Proposals  !   Opportunity  IniEaEon  !   Mentoring/coaching  your  sales  team  !   Outsourced/Rent-­‐a-­‐  Prospect  Advisor                    

!   Sales/RetenEon/Renewal  diagnosEc/audit  !   SoluEon-­‐driven  Sales/RetenEon/Expansion/Renewal  Processes  !   Pipeline  Management  !   Growth  Planning    !   Stretching  Reach  &  Impact  of  Sales  Leaders  !   Change  Management  !   Role/Capacity  Analysis/  Assessment  ! Training  &  EducaEon  !   Outsourced/Rent-­‐a-­‐Sales/RetenEon  Leader  

!   Client  Triage  !   CompeEEon-­‐proofing  your  client  !   Stewardship  MeeEng  Planning  &  ExecuEon  !   Selling  Earned  Value  !   Delivering  Compelling  Renewal  Proposals  !   Client  Research  !   Client  Debriefs  !   Enabling  Team-­‐work  !   Mentoring/coaching  your  client  team  !   Outsourced/Rent-­‐a-­‐  Client  Advisor              

Hope is NOT A Strategy

“Moving your Needle”: a word on First Steps…

!  Two  pronged  approach…  •  recruit  emerging  sales  talent  from  within  targeted  industry  segments  •  accelerated  learning  via    structured  &  disciplined  training  &  development    

!  9  month  “how  to”  curriculum…30  day  Prospect  “Pursuit”  campaigns    !  Learning  &  AcEvity  coaching  support  &  Mentorship  guidance  to  parEcipants  !  Advice  &  counsel  to  local  management  !  Access  to  &  use  of  Sales  AcEvity  Tracking  Portal  

!  ObjecEve:  iniEate  new  relaEonships  &  generate  acEvity  leading  to  meeEngs  &  increased  sales  opportuniEes    

!  Offered  via  YCG  in  conjuncEon  with  Schul  Baker  Partners        

Hope is NOT A Strategy

“Moving your Needle”: a word on DELTA…

!  For  exisEng  sales/account  execs…a  structured  campaign-­‐based  sales  acceleraEon  program  

!  6  month  “how  to”  curriculum…design  &  execuEon  of  30  day  Prospect  “Pursuit”  Campaigns  

!  Training  &  personal  coaching  support  to  parEcipants  !  Advice  &  counsel  to  sponsor/local  management  !  Access  to  &  use  of  Sales  AcEvity  Tracking  Portal  !  Supports/complements  your  exisEng  sales  process  !  ObjecEve:  iniEate  new  relaEonships  &  generate  acEvity  leading  to  

meeEngs  &  increased  sales  opportuniEes  !  Offered  via  YCG  in  conjuncEon  with  Schul  Baker  Partners    

Hope is NOT A Strategy

“Moving your Needle” – YCG Operating Tenets

The  York  Consul,ng  Group,  LLC  

Hope  is  not  a  Strategy  

Make  Something  Happen  

See  Reality  as  it  is  &  Respond  Accordingly  

Hope is NOT A Strategy

Why York Consulting? !  Focus…driven by YOU & YOUR agenda !  Relevance…winning, retaining & expanding customers !  Practical…balancing academic perfection vs real world

applicability…structure vs flexibility…organizational consistency vs individual autonomy

!  Outcome Certainty…differentiation/de-commoditization vs competitors…solution-focused relevance/value to customers

!  Core Beliefs…hope is not a strategy/see reality as it is & respond accordingly/make something happen

!  Cost/Time Effective…fill expertise gaps & extend resource reach/impact at a fraction of the cost of a full-time hire

!  Tested/Proven…never lost a client/never missed a target !  Scalable/Sustainable…flexible, adaptable & self-perpetuating !  Impact…results that “move your needle”/”de-risk” your business

Hope is NOT A Strategy

Hope is NOT A Strategy

About Phil O’Brien… !  Experience/Background…

•  Tested…40 years…Teacher/Coach/Consultant/Managing Director •  Globally experienced…US/Europe/Middle East/Africa •  Unique…never lost a client/never missed a target •  Proven…Problem Solver/Change Manager/Team Builder/Turn-around

Specialist/Mentor/Negotiator/Teacher/Leader/Competitor •  Outcome certainty…Performance-driven/Performance-accountable •  Adaptable…multiple business environments…Marsh & McLennan Cos./

Sedgwick Group plc/John Liner Risk Advisors – The John Liner Letter

!  Education/Achievements… •  Harvard Business School…The General Management Program (granting

alumni status) •  University of Maine…MEd/BS…Varsity Football •  Tirso Maldonado Award for Excellence…1st non-European winner •  Elmira College Commencement Speaker…voted by graduating class

Hope is NOT A Strategy

About Phil O’Brien: helping teams compete & win

Winning  “Game  Changing”  New  Clients   Retaining/Expanding  “Cri,cal”  Clients  

! The  Timberland  Companies  (US)  !   The  University  of  Massachuse`s  (US)  !   Reed-­‐Elsevier  (US/UK)  !   Arcelik  (Turkey)  !   Tesco  (UK)  !   Stora  Enso  (Sweden)  !   Brenntag  (Germany)  !   Solvay  plc  (Belgium)  !   Royal  Ahold  (The  Netherlands)  !   The  Jacksonville  Jaguars  (US)  !   SensormaEc,  Inc  (US)  

!   Bacardi  Ltd  (Bermuda)  !   Invensys  plc  (UK)  !   InBev  (Belgium)  !   Brambles  Limited  (Australia)  !   Dynegy  Inc  (US)  !   Flo-­‐Sun  Incorporated  (US  &  Dominican  Republic)  !   Pueblo  InternaEonal  (US/Puerto  Rico/      Virgin  Islands)  !   PGA  of  America  (US)  ! Sunglass  Hut  InternaEonal  (US)  

Hope is NOT A Strategy

About Phil O’Brien: achieving results !  Solving Problems/Enhancing Effectiveness…

•  Never lost a client/never missed a target (Global) •  Achieved 117% of sales target (Europe/Middle East/Africa) •  Achieved pipeline ratio of 300% vs target (Europe/Middle East/Africa) •  Generated $187,000,000 in pipeline value (Europe/Middle East) •  Achieved 106% of sales target (Europe/Middle East) •  Grew pipeline 600% (UK) •  Grew year-on-year sales +57% (UK) •  Achieved 132% of risk consulting sales target (New England)

!  Improving Organizations & People… •  40 consecutive months ahead of plan with 55% win rate (UK) •  Turn-around achieved: from -13% NOI/-10% Growth to +31% Profit/+25%

Growth (New England) •  Achieved 132% of sales target (Florida) •  Grew pipeline 205% (New England) •  Grew year-on-year sales +48% (New England)

Hope is NOT A Strategy

About Phil O’Brien: delivery & impact !  Solving Problems/Enhancing Effectiveness…

•  Situational assessment led to UK turn-around…strategy/process/metrics/roles/philosophy/methodology/execution including organizational implementation

•  Conducted 265 strategic client/prospect reviews generating 2517 sales opportunities with projected sales value of $187,000,000

•  Re-structured & integrated UK sales function across 9 business divisions •  Participated and led successful country-specific European sales turn-around initiatives •  Established & implemented Pan-Europe/Middle East/Africa sales process •  Generated 1045 client/prospect-specific sales opportunities via client/prospect analysis/methodology •  Sales turn-around achieved via implementation of industry-driven sales advisory approach & revised

growth strategy

!  Improving Organizations & People… •  Drafted & won Board approval for Pan-European sales strategy •  Debriefed winning & losing new business/retention efforts to: identify & replicate success factors, correct

unsuccessful practices, assure effective delivery & “re-boot” relationships for future opportunities •  Featured speaker at European sales conferences •  Taught sales, sales leadership & relationship management across Europe/Middle East/Africa •  Business Development School Faculty/Team Leader •  Taught ARM 54, 55 & 56 risk management courses to company employees •  Designed & taught sales/client development school for Dutch risk consulting personnel •  Served/consulted to Captive Insurance Company Boards of Directors •  Researched, wrote & edited business insurance advisory publication

Hope is NOT A Strategy

Training, Education & Implementation Topics •  Sales Basics: A Solutions vs

Products How to •  Sales Process Fundamentals:

Infrastructure/Philosophy/Methodology/Made “Personal”

•  Sales Infrastructure: what/why/how

•  Winning through Industry Specialization

•  Responding to Fee/Commission Cutting Competitors

•  A Competitive Response to Competitor Pressure

•  RenewalPack for Improved Insurance Transactions

•  Selling the Value you’ve Earned/Selling the Value you’ll Deliver

•  YorkPlan: A methodology for Solution-driven Thinking

•  YorkPlan: Implementing Solution-driven Thinking

•  Change Management for Improved Organizational Effectiveness

•  Building Effective Teams •  Sales Initiation: 1st Call/1st

Meeting Basics •  Opportunity Management:

Winning New Business Proposals

•  Opportunity Management: Winning New Business Presentations

•  Sales/Growth/Business Planning for Winning Results

•  Others Developed by Request

Hope is NOT A Strategy

Engagement/Compensation !  Engagement

•  Retainer •  Project

!  Compensation •  Hourly •  Project

Focus  &  Simplify  Sales  

Process,  Strategy  &  

Infrastructure  

 Moving  Your  Needle/De-­‐Risking  Your  Business  Plan  

Win  Game  Changing  New  

Clients  

Retain/Expand    “CriEcal”  Clients    

Hope is NOT A Strategy

Contact Information !  Philip D. O’Brien / Managing Partner !  The York Consulting Group, LLC !  Mail: P.O. Box 934, York Harbor, ME 03911 !  Phone: 802 825 1560 !  E-mail: pdobrien@yorkconsultingllc.com !  Web Site: www.yorkconsultingllc.com !  Twitter: @YCG_OBrien !  LinkedIn: www.linkedin.com/pub/philip-o-brien/

17/517/85b/