Moorhouse
Our Client – Continual development of sales pipeline whilst maintaining current business
Moorhouse are a programme leadership consultancy who help organisations in delivering complex programmes. Most recently they were awarded the 2008 Project Mgt Company of the year by the APM
The Issue
One of the biggest challenges for any growing professional consulting practice is to keep focused on adding to the sales pipeline and managing the process. It is all too easy to become engrossed in current client projects that the all important continued relationship management model can be ignored.
With all of the Moorhouse top team coming from the “big firms”, all have been trained in different sales methodologies. This results in junior members lacking consistent guidance and support material on which to fall back on.
Our Approach
Moorhouse wanted to develop a standardised sales process to enable anyone joining the firm to promote Moorhouse with confidence and allow business developers to lead sales calls and meetings using prepared materials and a proven approach. This would also assist them to continually develop their sales pipeline in parallel with maintaining current business.
Moorhouse chose SBR Consulting as they believed that we had a similar culture to them and would be able to help facilitate a common language and methodology that was practical and comfortable to use.
After facilitation workshops led by SBR Consulting with all senior members, a Moorhouse sales methodology ‘end to end’ process was created. Training programmes are now run by SBR Consulting for all employees and associates each year to ensure the common language and sales processes flow through the firm.
SBR Consulting are retained as Moorhouse Consulting’s sales coaching partner, helping specific individuals develop key parts of the sales cycle.
The Result
Over a relatively short period of time Moorhouse were able to develop three key building blocks to support the sales activity:
• Their own sales methodology which now provides a common approach for use by all grades
• A simple but effective Moorhouse Consulting account management document which encourages the growth of key business development activities
• Adoption of a positive sales attitude and mindset amongst the team members, leading to increased confidence in an area that many consultants instinctively shy away from
• Many new projects have been won across all their major accounts
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Introducing a structured approach to Business Development
In an increasingly competitive market place, the need for proactive relationship management became progressively more important.
Building the 'habit' of selling and maximising business potential
We wanted to put in place a sales process to support the growth of the business and utilise the great strength of the technical experts in the sales cycle.
Changing Customer Environment
Providing Sales Leadership capability company-wide to equip staff with the skills the changing environment demanded.