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