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  1. DCJAConsultancy • Contents • Why DCJAConsultancy • Examples of Previous Projects • Consultancy Services Offered. Contact Details: David Acheson Tel: 01983 721519 Mobile: 07920 269155 dcjacheson@btinternet.com

  2. Why DCJA Consultancy 25 years sales, sales management & sales operations experience. Wide range of different B2B industry experience Office Equipment, IT, Advertising, Training, Outsourcing & Consultancy. Start ups, SMB’s & Global Corporate experience.DCJAConsultancygives factual informationand defined actions. An end to end approach driving improvement to the top and bottom lines. Implement & undertake tasks in a professional manner. Proven track record.

  3. Example of Previous Projects • Problem • The company had low sales activity levels, a low volume of deals being written but at high gross margin and were losing customers at an unacceptable level. • Approach • Restructure of sales force from 18 regions to 6 and introduced internal sales support. • Implementation of KPI’s • Introduced a new pay plan. • Results • Reduced overall total cost of sales by 18%. Increased activity & average orders taken per sales increased from 1.9 to 4.2. Increased new business sales by 300% & increased customer retention to an acceptable level.

  4. Example of Previous Projects • Problem • The organisations sales force was selling product and support but unable to sell consultancy and services. • Approach • Investigate requirements of a defined industry sector. • Define a solution with product, services, consultancy & support to meet that requirement. • Implement a strategic marketing campaign with solution sales training, sales presentation material and marketing support. • Result • Increase consultancy & services sales, increases average order value and increased penetration within this industry sector.

  5. Sales OptimisationReview(Approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Consultancy Offered Standard Packages available i.e. Sales Optimisation Review, average time taken approx 3 days plus report. The consultancy service is modular so we are able to offer bespoke solutions to meet all requirements. Consultancy is charged by the day or by the task. (Standard Day Rate including expenses £ 900). For more information click on the grey boxes or call DCJAConsultancyon 07920 269155 Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  6. Sales Optimisation Review (approx 3 days) dcjacheson@btinternet.com Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Sales Structure Review Analysis of the existing sales structure to find out if the present structure can be improved and if the sales staff are trained, managed, motivated and working in the most productive manner. An overview on the ability of the sales and sales management. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  7. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Sales Cost Analysis/Cash flow ManagementAn in-depth analysis of the cost of sale and ways to reduce sales costs.Analyse if reductions in cost or improved productivity can be made through outsourcing certain sales functions. Analysis of the product range and sales emphasis to ensure maximisingprofitability. Analysis of cash flow management process (payable/receivables/inventory) Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  8. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Sales Approach / KPI An investigation into the general sales approach, prospecting, appointment making, presentations, quotes and closing the business. Analysis of the solutions that are being sold. Examine the Key Performance Indicators and ensure they are correct to meet company requirements, beingadhered to, monitored and producingthe desired result. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  9. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Targets / Pay Plan Ensure the existing targets are correct and that the pay plan is set to encourage the correct practices and company results required. Analyse both the Targets and Pay Plan to ensure it encourages both customer retention and new business development. Advice on incentives, recognition rewards and team building events. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  10. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Customer Service Indicators Ensure that processes are in place to monitor and act upon customer service results as well as ensure that customers are handled with passion and fulfilling their commitment. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  11. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Forecasting Ensure that the processes are in place to give an accurate forecast of monthly business as well as long term business forecast. Ensure that the current processes have been adopted by both sales and sales management. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  12. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Full Report With a Sales Optimisation Review you will be given a full report of all findings and recommendations of action to rectify or improve. You will be also be given guide lines as to how you can expect these recommendations will effect the P&L. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  13. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI 1:1 Sales Staff Analysis An analysis of sales and sales management staff to identify individuals who need development or managing out of the business. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  14. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Outsource Contract Negotiation After identifying an area of the sales process that could be outsourced to either reduce costs or increase productivity, produce a defined requirement document, research potential suppliers and negotiate terms for the contract. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  15. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Creation of New KPI Amend existing or produce a new set of KPI to meet current business requirements. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  16. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Creation of New Pay Plan Develop a new plan that meets all the current requirements for gross profit, revenue, customer retention, product & services mix and gaining new business. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  17. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Customer Feedback Campaigns Run customer feedback campaigns, summarise results and give improvement recommendations. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  18. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI • Interim Management • Supply Interim Sales Team Leadership to cover: • Extended Vacations • Maternity leave • Dismissals • Vacancies – where the right candidate cannot be found immediately. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  19. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Product Selection Research suppliers to find new products or services that may enhance the present solutions offered. Advice on product promotions. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  20. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Recruitment Assistance Define the skill set required for a specific role, produce job descriptions, candidate profiles. Assist with interviewing sales and sales management candidates. Run assessment days i.e. to recruit for trainee sales or internal sales force. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  21. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI • Strategic Marketing Campaign • Set up and implement strategic marketing campaigns with a total solution consisting of: • The defined solution or solutions • Sales presentation material • Sales training • Supportive marketing • Defined target customer within defined market sector Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com

  22. Sales OptimisationReview (approx 3 days) Additional Consultancy Services Offered Sales Structure Review 1:1 Sales Staff Analysis Interim Management Recruitment Assistance Coaching/ Appraisals Sales Cost Analysis/Cash Flow Management Outsource Contract Negotiation Product Selection Strategic Marketing Campaigns Sales Approach / KPI Creation of New KPI Coaching/Appraisals Sales and Sales Management coaching either remotely over the telephone or 1:1 face to face coaching. Set up and implement company appraisal system including 360 degree appraisals. Targets/Pay Plan Creation of New Pay Plan Customer Service Indicators Customer Feedback Campaigns Forecasting Full Report dcjacheson@btinternet.com