Staying ahead of the competition as it grows more and more each day due to the discontent with corporate America and the continual downsizing through out sourcing is a constant challenge. How does a business that provides professional services from executive coaching to strategic planning differentiate itself, increase sales and outsell the competition?
Recently, I discovered a possible answer to that question â€" Qualifications Based Selection or QBE. This is a 3-step process to help organizations locate the right firm for the professional services needs at hand while improving quality and cost effectiveness.
Qualifications Based Selection is the result of the realization that professional services contracts may represent only a small percentage of a firms annual expenditures, but may impact the firm for many years to come. This process helps to work with both the client and the provider of the professional services.
The first step in this process is to establish an evaluation criteria from which to select a short list of 3 to 5 firms. At this initial step, references are verified and interviews with prospective professional services firms are scheduled. From a 7-step sales process perspective, this is the first step: Gaining Favorable Attention.
In step two, the client and the prospective firms talk about the needs of the client and from this conversation the scope of work is determined. A benefit of this step for the professional services firm is to further develop the relationship that began during the first step and allows for the opportunity to verbally present a preliminary proposal. Before this step transitions into step 3, everyone must be in agreement.
The last step is to review the fee proposal, secure agreement to the scope of services and to retain the best firm. From the 7 step sales process approach this is steps 4 through 5:
- Proposal
- Getting Commitment
As an executive coach who works with organizations by defining the desired results first, demonstrating the capacity to perform the services, working with the client to meet his or her needs, not yours, and securing a firm commitment from the prospect, the Qualifications Based Selection or QBE is a natural fit for any professional services firm. QBE is a proactive solution that will clearly separate you from your competitors.
Leanne Hoagland-Smith coaches small businesses to large organizations and high school students to entrepreneurs to double performance by closing the gap between today's outcomes and tomorrow's goals. Please feel free to contact Leanne at 219.759.5601 or visit http://www.processspecialist.com/ and explore how she can help you from the free articles to the improvement tips. She welcomes any firm that utilizies Qualifications Based Selection (QBE) because this process quickly demonstrates her value added approach to process improvement. One quick question, if you could secure one new client or breakthrough that one roadbloack, what would that mean to you? Then, take a risk and give a call at 219.759.5601 to experience incredible business. Mention that you read this article and receive a complimentary 60 minute coaching session. Article Source: http://EzineArticles.com/?expert=Leanne_Hoagland-Smith |  |
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