Process Audit and Definition 

As Believers in Measurable Buying Facilitation, the Key Processes we focus upon are the Customer Experience Buying Journeys supported by the associated Business Development Engagement Conversations using Customer-Verifiable-Evidence to Validate each Stage.

 

This is based upon aligning with the processes Buyers use to Buy.

 

As it is axiomatic that to build a business that is sustainable on-going revenue generation is fundamental, we help our customers either refine their existing processes or design and build a new ones that enable actual-to-forecast measurements at each Buying Facilitation Stage.

 

We then help our customers adopt these processes at all levels through a combination of consultancy and workshops.

 

This helps our customers to facilitate forecasting accuracy and predictability identifying where, what and how action can be taken to keep actual-to-forecast sales on track.

 

Process Audit & Definition

Process: A Definition:

 

"A series of actions that produce something or that lead to a particular, predictable, repeatable and trainable outcome".

 

Using our Customer Succcess Model the desired outcomes are that, with your help, we will have gained sufficient insight into you and your situation to identify areas of strength and areas requiring strengthening and you will have obtained a good understanding of how we can provide you with capabilities that you can use to help you address these.

In the Audit, that is the Deliverable from the Detailed Discovery and Solution Development Conversation, we map our customers' customer-facing processes to the intended customer-experience and the internal reporting requirements and then either verify the existing ones or define new ones that we then help our customers implement.

 

Key Components of our processes is the use of Customer-Verifiable-Evidence in addition to anecdotal opinions to avoid situatuations where, for example, forecasting is based upon unsubstantiated opinions that can, and mostly does, lead to missed targets.

See below for the range of Audits we undertake and click on each to relate to the Key Player.

Pipeline And Forecast Audit

Review of current pipeline and forecasting process; how this feeds into your reporting to shareholders with report and recommendations for the capabilities you will require.

Opportunity Grading Audit

Review of current opportunity grading process for your pipeline and how this feeds into your forecasting with report and recommendations for the capabilities you will require.

Messaging Audit

Review of current lead generation process and how this feeds into your quantification of the cost-effectiveness of marketing campaigns with report and recommendations for the capabilities you will require.

Sales Related Cashflow Audit

Review current pipeline & forecasting process, how this feeds into your cashflow forecasting & provisioning report with recommendations for the capabilities you will require.

Sales Process Technology Audit

Review the processes and technology you use for pipeline & forecasting & their current level of adoption, how this feeds into your ability to produce reports that contain reliable data  with report and recommendations for the capabilities you will require. 

Key Player Conversation Audit

Review of current opportunity development, accessing Key Players, how this feeds your pipeline with report and recommendations for the capabilities you will require.

Resourcing Process 

Audit

Review sales inputs to your resource loading, how this feeds your resource utilisation & recruitment planning with report and recommendations for the capabilities you will require.

 Human Captital Management Audit

Review the processes and technology you use for talent acquisition, development & retention, competence frameweworks & learning & development with report and recommendations for the capabilities you will require. 

Let's talk.

If you want to help your people achieve superior performance, through skills and talent development, process improvement and a skills database, then get in touch now.

Please fill out the email form, submit and we will get back to you.

Or, if you prefer, email John: jb@bkc.net or call us on + 44 7968 066 165