Sales processes are at the beginning of every engagement, yet they are often overlooked by Professional Services firms. Good sales processes should ensure that the client's objectives are well understood and documented and that the roles and responsibilities of the Consultant or consulting team are clear. Without sufficient communication on the front-end to identify these points, the likelihood for dissatisfaction on the back-end is higher.
Our founders based xScion's sales process on years of industry experience in sales, sales management and ISO 9000 standards. The sales process is designed to encourage communication and evoke ideas about potential solutions. The process includes templates for documenting client objectives, a solution development approach including a review forum and finally steps for contract negotiations and purchasing.
While structured, the process can be modified to reflect the type of engagement and the role that xScion will play. Typically the knowledge shared and the decisions reached during the sales process flow directly into the actual delivery of services.