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"Thanks to Pretium Partners, we have changed
the way we sell!! Pretium's Value Assessment Methodology provides the
structure and tools for the most important aspect of closing the sale
- meeting with the decision maker and demonstrating the hard dollar
value of your solution. Trust me - it works!"
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Jeff Solinger
Vice President, Outsourcing
Sterling Commerce
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Outsourcing can be one of the most complex solutions to sell and
manage. Accordingly, the bar is raised for the outsourcing
sales professional.
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Outsourcing Selling Challenges
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Business conditions on both the provider and buyer side have presented considerable challenges.
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- Selling outsourcing is complex and unfamiliar to many sales professionals.
- Outsourcing is a top-down decision involving a large number of people on both the provider and buyer side
- Relationship management and proper expectation setting is paramount.
- The long sales cycle means that the cost of sales can be quite high, and the cost of losing late in the process can be dramatic.
- Articulating the strategic alignment between outsourcing and the client's business.
- Explaining how outsourcing impacts the financial position of a company.
- Much publicized failures in outsourcing have created cautious buyers.
- Success stories that are quantifiable and verifiable are critical for the seller to be successful.
- Outsourcing continues to evolve and providers must be equipped to educate the seller on the changing marketplace and what it means to them.
- Buyers are becoming more educated about outsourcing, resulting in greater scrutiny on each investment
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How Value Assessment Can Help
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The ability to work at the executive level where outsourcing decisions
are made is critical to success. Executives want to learn about the
value you can create in their organization, and have proof that you
have successfully done it before.
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| Value assessment can help you to: | More | |
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- Understand how outsourcing creates value for the buyer and define a multi-level value proposition for your specific outsourcing solution
- Gain access and position early with the right executives to quickly establish value and learn where you stand, so you can either continue or cut your losses early and move on to the next opportunity
- Obtain a solid grasp of the financial benefits associated with an outsourcing solution, how to quantify benefits and calculate return
- Leverage risk as an effective selling tool, learn the 18 most common risks of outsourcing, and effectively articulate how your solution mitigates those risks
- Develop a strong sense of strategic alignment while determining credible management and strategic benefits of your outsourcing solution
- Build a comprehensive business case around your outsourcing solution, including benefits at all levels, financial analysis, risk assessment and strategic alignment
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Customization Leveraged For You
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Learning is optimized when the instructor understands your business and the program uses meaningful examples.
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| Your program will be highly relevant because: | More | |
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- The program is taught within the framework of our proven Value Assessment Methodology
- Behavior change doesn't happen overnight, this workshop follows the Learning Progression
- Years of outsourcing expertise enables us to incorporate cutting edge information, trends and tools to put to immediate use in outsourcing applications.
- Pretium's own Outsourcing Justification Study provides critical perspectives about how buyers make decisions.
- Outsourcing specific information including the 18 Common Outsourcing Risks and the 10 Principles of Selling Outsourcing.
- All programs are built around your live account opportunities.
- In-depth interviews with your stakeholders to customize programs to your environment, resulting in examples, exercises and workshops that are representative of your business.
- Our principals – we have the outsourcing expertise and we are your instructors!
- Many happy clients and their comments to make continual improvements.
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