![Simo Häyhä
Simo "Simuna" Häyhä (Finnish
pronunciation: [ˈsimɔ ˈhæy̯hæ];
December 17, 1905 – April 1,
2002), nicknamed "White
Death" by the Red Army, was a
Finnish marksman.
Using a Finnish version of the
Mosin–Nagant rifle in the Winter
War, he killed at least 505 men,
the highest recorded number of
confirmed sniper kills in any
major war.
©DevOne2015. All rights reserved.
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Uploaded bySoegeng Priyono
Excellent Client Relationship Management in Advisory Selling
The document discusses the importance of excellent client relationship management in advisory selling, emphasizing the need for companies to be seen as experts and build trust with clients. It outlines key strategies for selling advisory services, such as understanding client needs early and maintaining a confident, well-planned approach. Additionally, it draws a metaphor between successful business developers and skilled hunters to illustrate effective targeting and preparation in securing business opportunities.
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Excellent Client Relationship Management in Advisory Selling
- 1. EXCELLENT CLIENT RELATIONSHIP MGMT.IN ADVISORY SELLING Soegeng Priyono Founder of DevOne Advisory Co. Jan 2016 ©DevOne 2016. All rights reserved.
- 3. WHY COMPANY BUY ADVISORYSERVICES? ©DevOne 2016. All rights reserved.
- 4. ➤ To leverageexternal expertise, experiences ➤ To accomplish project objective in a faster and better way ➤ “Guaranteed Result” / Assurance ➤ Ability to deliver (definite SOW, deliverables, fee, and timeframe) with penalty in case of delay ➤ Scale, magnitude, and hi-complexity of project ➤ Legitimation ➤ Endeavour that no one has ever done it before ©DevOne 2016. All rights reserved.
- 5. WHAT DOES ITTAKE FOR YOU TO SELL THE SERVICES? ©DevOne 2016. All rights reserved.
- 6. ➤ Your companymust be perceived as the expert; the very experienced - “been there done that many times” ➤ Client conviction that your company can deliver; will not runaway from risk; and financially capable ➤ Sufficient pool of resources ➤ Brand Image ➤ etc. Above all of the above, you must posses Finesse in Account Relationship Management ©DevOne 2016. All rights reserved.
- 7. WHY ACCOUNT RELATIONSHIP FINESSEIS VERY CRUCIAL? ©DevOne 2016. All rights reserved.
- 9. ➤ Client onlyshare information when they are comfortable with you ➤ Real client needs can only be grasped early on by smart account relationship manager. When it is out at media, very likely it is already too late for you. ➤ Better yet, help your client to conceive the needs way before your competitors think about it. ➤ Moment of Truths are mostly revealed in informal situations, e.g. huddling, get together, happy hour, etc. Not in formal meetings. ➤ Keep in mind a simple approach: Discover -> Define -> Confirmed -> Deliver ➤ Build a strong, well defined Value Proposition to address the client’s needs ➤ TRUST is Key ! ©DevOne 2016. All rights reserved.
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- 13. ESSENTIALS YOU MUST EQUIPYOURSELF WITH ©DevOne 2016. All rights reserved.
- 14. ➤ Excellent interpersonalskills and strong self confidence such that can liaise with Key Decision Makers smoothly. ➤ Excellent business acumen! ➤ Work hard and smart to become a Confidant to Key Decision Maker (s) ➤ Very good at doing professional groundworks: ➤ Do Account Planning at end of the year for the following year, and update it regularly ➤ Imagine “SCUBA Diving Venture: long and tedious preparation for only 30-40min of diving” ➤ Research, research, research —-> business intelligence! ©DevOne 2016. All rights reserved. Where is the technical competencies??
- 15. Selling Performing/ Delivery New Entrants PRODUCT Co. RESPONSIBILITYMODELS Selling Performing/ Delivery Trainee Partner/ Director Associate Cons Manager New Entrants ADVISORY Co.
- 17. EXCELLENT B2B BUSINESS DEVELOPERIS LIKE A GOOD HUNTER RATHER THAN A STORM TROOPER ©DevOne 2016. All rights reserved.
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- 20. The Good Hunter 1.THINK and DECIDE the Target Animals, 2. Choose the Hunting Field, 3. Prepare The Right Weapon and Ammunition, 4. Spot the Animal, 5. Take A Good Position, 6. Focus on target, 7. SHOOT !! 8. Bring the Animals Home. ©DevOne2015. All rights reserved. ©DevOne 2016. All rights reserved.
- 21. Simo Häyhä Simo "Simuna"Häyhä (Finnish pronunciation: [ˈsimɔ ˈhæy̯hæ]; December 17, 1905 – April 1, 2002), nicknamed "White Death" by the Red Army, was a Finnish marksman. Using a Finnish version of the Mosin–Nagant rifle in the Winter War, he killed at least 505 men, the highest recorded number of confirmed sniper kills in any major war. ©DevOne2015. All rights reserved. ©DevOne 2016. All rights reserved.
- 22. Vasily Zaytsev (23 March1915 – 15 December 1991) was a Soviet sniper and a Hero of the Soviet Union during World War II. Between 10 November and 17 December 1942, during the Battle of Stalingrad, he killed 225 soldiers and officers of the Wehrmacht and other Axis armies, including 11 enemy snipers. ©DevOne2015. All rights reserved. ©DevOne 2016. All rights reserved.
- 23. The Bad Hunter 1.Prepare the hunting gear as usual, with No Specific Target in mind, 2. When OVERHEARING that in nearby forest there are Big Animals, they get very EXCITED and mobilize the whole troops to go hunting, 3. They BEAT AROUND THE BUSH, 4. Whatever come out they shoot or beat to death with weapon they happen to carry, 5. Very loud and noisy, and 6. Sometime even forget to bring the animals home. ©DevOne2015. All rights reserved. ©DevOne 2016. All rights reserved.
- 24. It doesn’t matterhow many resources you have. If you don’t know how to use them, it will never be enough ©DevOne 2016. All rights reserved.