In a tough economy clients want ROI fast, and they will not even consider your services unless they are confident of a return in three or six months. Having a unique value proposition (UVP) that grabs attention AND provides measurable results is vital to professional services sales success and sustained growth.
Constructing a UVP with those characteristics is a challenge for many firms. In this webinar, Paul Collins describes a quick and innovative way to tune your consulting process or expertise into an easy-to-sell UVP that will grab the attention of your clients, open doors, and win you initial engagements from which you can sell more services. You will learn:
- What a really good UVP looks like
- Why performance benchmarking can be your route to a strong UVP
- Why almost any firm can leverage a UVP with examples to stimulate your "out-of-the-box" thinking
- How a UVP transforms sales cycles and enables more sales in less time and effort
- The five most important elements of a performance benchmarking UVP
- A six-step guide to building your offer, including a recommended engagement model from initial sale to longer-term contracts with your clients and annuity income
About the Presenter
Paul Collins is the founder and managing partner of Equiteq LLP, a firm specializing in mergers and acquisitions in the consulting industry. He was formerly CEO of the UK consulting firm World Class International (WCI Group), which he grew from scratch to 350 staff and $123m turnover before selling his stake to private equity.
Paul frequently speaks on the art of developing a consulting business and how to sell it for maximum value. He has twice won the Sunday Times award for "Best Company to Work For."
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Presenter: Paul Collins
This webinar was broadcast on October 22, 2009
Duration: 90 minutes, including a 30-minute question and answer session
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