1. SELLING CONSULTING SERVICES IN EUROPE B. J. O’CONNOR INTERNATIONAL LTD www.oconnorconsultancy.com

2. SELLING IT IS BETTER TO WIN A CUSTOMER THAN LOSE A SALE ORACLE

3. SUCCESS 20% OF TODAY’S AUDIENCE GET 80% OF THE TOTAL RETURN HOW CAN YOU GET IN THE CONSULTING TOP 20%?

4. YOUR CONSULTING HOW DO CLIENTS SEE YOU? HOW DO CLIENTS VIEW YOUR STRENGTHS AND WEAKNESSES WHAT IS YOUR BIGGEST CLIENT COMPLAINT? - to +

5. YOUR PROCESSES DO A VALUE ADDING ANALYSIS FIND 90% WASTE REALLOCATE RESOURCES TO SELLING

6. VA STUDIES R&D 50.8% VA Manufacturing 0.42% VA Purchasing 77% VA Sales Engineers 25% VA Internal Sales 5.7% VA Drawing Office 5.3% VA Logistics 24% VA OVERALL SUMMARY RESULTS OF VA STUDIES 37 MINS14,283 MINS714 MINS1,665 MINS117 MINS7,674 MIN 51 DAYS OVERALL 9 DAYS OVERALL Impact neg.

8. YOUR SERVICES WHY WAS I SUCCESSFUL THE LAST FIVE TIMES? LOOK FOR A SOLUTION THAT WILL LEAD TO LONG TERM RELATIONSHIP EXPERIMENT WITH NEW PRODUCTS USE LINGUISTIC SKILLS

9. DEFINE YOUR CLIENTS’ NEEDS ASK OPEN QUESTIONS AGREE CLIENTS’ NEEDS AGREE SOLUTIONS HIGHLIGHT BENEFITS

10. DELIVER BENEFITS TO YOUR CLIENTS MEET THEIR NEEDS KEEP GOOD CLIENTS AS LONG TERM CLIENTS LOWER SELLING COSTS SPSS

11. WHAT ABOUT PRICE? SELL ON VALUE NOT TIME EXCLUSIVE SOLUTION EQUALS HIGH PRICE NEGOTIATE HIGH UP YOU NEED HIGH PRICES TO HIRE THE BEST CONSULTANTS BE AWARE OF LOCAL PRICES

12. YOUR MARKETS SEGMENT BY: VALUE INDUSTRY CHALLENGES MANAGEMENT COMPETITORS

13. PROFILE YOUR SUCCESSES LOOK FOR SIMILAR OPPORTUNITIES LOOK FOR EXCELLENT COMPANIES

14. YOUR COMPETITORS BE AWARE OF YOUR COMPETITORS DO NOT OFFER A ME TOO SERVICE OFFER A BETTER OR NEW SERVICE

15. PARTNERS MORE REWARDING THAN SUBORDINATES HOW TO SELECT THEM UNEXPECTED OPPORTUNITIES

16. STRATEGY ATTACK ON MANY FRONTS NEVER RELY ON ONE OR TWO METHODS

17. ATTRACT MORE CUSTOMERS DIRECT MAIL SEMINARS REFERRALS RISK REVERSAL LOSS LEADERS - PILOTS TELEMARKETING SUPERMARKET TECHNIQUES

18. REJECTION EXPAND YOUR SERVICES EVERY REJECTION IS A STEP NEARER SUCCESS LEARN WHAT YOU NEED TO CHANGE

19. NEGOTIATION TECHNIQUES VARY FROM SWEDEN TO ITALY TO SUCCEED USE CHECKLISTS

20. PROJECT MANAGEMENT TEAMS ARE MADE UP OF DIFFERENT SPECIALISTS WITH DIFFERENT LANGUAGES USE PROJECT MANAGEMENT TO PLAN AND MONITOR ASSIGNMENTS

21. PAYMENT CASH FLOW RANKS EQUAL WITH CLIENT SERVICE GO FOR AT LEAST “ONE THIRD” UPFRONT GET TO KNOW THE PEOPLE WHO AUTHORISE PAYMENT

22. SUMMARY ENSURE YOUR CLIENTS APPRECIATE THE BENEFITS REALLOCATE YOUR SELLING RESOURCES SEGMENT YOUR MARKETS

23. SUMMARY WORK IN LOCAL LANGUAGES TRIAL NEW SERVICES REHEARSE PRESENTATIONS

24. SUMMARY SELL ON VALUE NOT TIME USE SEVERAL APPROACHES EXPLOIT TECHNOLOGY

25. SELLING CONSULTING SERVICES IN EUROPE B. J. O’CONNOR INTERNATIONAL LTD www.oconnorconsultancy.com