From reading Spiraling Up, we know that clients often wish that their vendors offered additional services.  Of course, as it turns out, over 85% of the time, companies actually offer the very services clients “wish they could offer.” So, what can you do to identify those opportunities within your existing clients?

If you are a consulting company, your primary point person is likely a project manager or program manager.  And, last time we checked, most of your project and program managers don’t have the most favorable impression of sales people.  And, why should they? When was the last time we invested resources in training non salespeople on our sales methodology?

The top performing companies in Spiraling Up have a unique attribute that could be overlooked:  They invest in training their non salespeople in their sales methodology.  But, what does that really mean?  Should we teach them how to be super-salespeople… wearing a cape and knocking down change orders in a single bound?  Not hardly.  Here are some places to start:
  1. Emphasize consultative selling:
    Professional services companies want to buy from organizations that can help them solve their problems.  The best way to accomplish that is to take the time to learn what they need though a consultative process;
  2. Document your process:
    Ensure that each person in your organization understands your defined sales process, and the information you need to make informed decisions along the way;
  3. Identify roles:
    Just like in a theatrical performance, each person plays a different role. Just like the casting agent is not expected to edit the film, your project manager is not expected to take the deal to closure;
  4. Define Criteria:
    Help your non-salespeople detect opportunities where you may be able to help your clients;
  5. Establish a hand-off:
    Once your non-salespeople identify a potential opportunity, be sure to keep everyone informed. It is important to not damage the trust relationship your team has established.
Following these steps might help you earn your disproportionate share of available business, improve communication among your team members, and maybe even help you land a place on the list of high growth businesses.