Here’s a scenario for how a typical engagement might play out.

Phase 1: Market, Targets, Meetings

DSBC consultants will require discovery meeting with Client:

• What is your market? How big is the market?
• What is your share of market?
• What does your best customer look like – give us three characteristics that describe that customer?
• What are the strengths of your business offering?
• How do you typically identify new prospects?
• Are there any specific prospects you want to meet with?
• How do you describe your product or service, help us learn the vernacular

Armed with client information, Your Sales Team will:

• Identify high impact prospects with large potential
• Develop an ideal customer profile – characteristics of best customer – identify prospects that meet that criteria
• Contact and arrange meetings with these prospects
• Meet with client weekly or bi-weekly with feedback from market, questions and insights
• Track progress and share information with client

Time frame: 4 – 6 Months
Determine whether we have identified opportunities and mutually want to continue to Phase 2

Phase 2: Proposals, New Customers

Summarize progress, market strengths, opportunities, prospects worth pursuing

• Continue prospecting activity
• Follow up on key prospects from phase one
• Submit proposals for new business – follow up on proposals – why the win/why the loss.
• Land 2-3 new customers

What have we learned so far?

• What is the market potential
• Working with Client, offer insights and suggestions for improving sales efforts

Time frame: 6 – 12 Months
Determine next steps to business growth, and ongoing potential.