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sales process

Initial Contact

Research potential clients and industries

Identify key decision-makers and stakeholders

Gather relevant contact information

Craft an initial outreach message or script

Qualification

Schedule initial discovery call or meeting with potential client

Gather information about the client's needs, challenges, and goals

Assess the client's budget and timeline for the project

Determine if the client's requirements align with the consulting organization's expertise and capabilities

Proposal

Develop a customized proposal based on the client's needs

Clearly outline the scope of work, deliverables, and timeline

Calculate the pricing and estimate the project's cost

Highlight the value proposition and benefits the consulting organization can provide

Include relevant case studies or success stories

Presentation

Schedule a meeting or call to present the proposal to the client

Prepare a compelling presentation that addresses the client's specific goals and challenges

Clearly communicate the consulting organization's unique selling points and differentiators

Address any questions or concerns the client may have

Negotiation

Discuss the proposed terms, pricing, and payment schedule with the client

Identify any potential areas of compromise or flexibility

Negotiate and finalize the contract terms and conditions

Ensure both parties are satisfied with the agreement

Closing the Deal

Obtain the client's formal acceptance of the proposal and contract

Provide necessary paperwork, such as invoices or purchase orders

Confirm the start date and project kickoff logistics

Express gratitude and excitement for the opportunity to work with the client

Post-Sale Follow-up

Conduct a kick-off meeting with the client to align expectations and set project milestones

Introduce the client to the consulting team members who will be involved in the project

Establish regular communication channels and check-ins with the client

Monitor client satisfaction and address any concerns or issues promptly

Seek opportunities for upselling or cross-selling additional services to the client.

Note: This checklist is a general guideline and may vary depending on the specific requirements and processes of a consulting organization.

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