The Strategic EDGE®
The Strategic EDGE service offerings leverage the skills, experience and insight of former public sector executives, procurement experts, government affairs professionals and experienced researchers to develop unique strategy and detailed plans to accelerate government sales revenues.
What is The Strategic EDGE series? It is a grouping of various service offerings that are customized specifically to meet a client’s needs. The Strategic EDGE is not a one-size-fits-all service offering! Each customized engagement begins with an assessment that considers business objectives, sales goals, capabilities, geographic regions and a territory review with a specific emphasis on revenue targets and sales quotas. SPI professionals then work with the organization to build a strategic edge plan designed to deliver specific goals.
Most Strategic EDGE engagements include, but are not necessarily limited to the following:
- Capability assessment
- Territory analysis
- Identification of specific upcoming opportunities
- Competitive analysis
- Government budgets and other funds analysis
- Knowledge transfer sessions with former government decision-makers
- Ongoing Webinar support and coaching to reinforce knowledge transfer
- Ongoing availability of SPI team when obstacles are encountered
- Ongoing new-hire support programs
- Market Assessment
- Customized Government Intelligence
The Strategic EDGE® Kickoff Package
This service option has proven to be very successful. Here's how it works. Sales managers brings SPI consultants in for the annual Sales Kickoff Meeting. Work has been completed prior to the meeting and sales managers are able to hand extremely beneficial “roadmaps” listing specific upcoming opportunities (with contact information and related data) to sales representatives at the conclusion of the session.
An SPI spokesperson delivers a motivational Kickoff Presentation that outlines national government trends, mandates, initiatives, best practices from highly successful government contracting teams and then discusses the customized research documents that will be presented. The presentations provided by an SPI expert are customized and tailored specifically to the client’s new goals, quotas, territories and anticipated challenges. After the presentation, Upcoming Opportunity documents are handed to regional representatives and teams are able to ask questions and work on strategy. Upon leaving the session, sales reps can begin immediately to call on decision-makers. The quick start allows them to be productive in reaching new sales quotas from day one.
Kickoff Presentations and Training…for any sales gathering
SPI provides subject matter experts to speak to customized research that has been completed before a sales meeting. And, if appropriate, SPI’s experienced team of former government executives provide “Strategic and Successful Selling To State and Local Governments,” a workshop customized to fit specific needs, budgets and schedules. This combination of actionable research and training prepares teams to leave any work session with a game plan that is ready for execution.
Knowledge Transfer Programs & Ongoing Coaching
Once SPI’s consultants have worked with sales teams, the resources are made available throughout the year. Quarterly refreshers are either scheduled with sales managers or with regional teams. Other Knowledge Transfer resources include public sector classroom training, ongoing Webinar refresher courses, desktop/computer resource guides and real-time coaching and mentoring.
For more information contact Richard Hartmann
