General Consultant Discussion

This is the workflow of the sales process that @JohnShaver shared at the inaugural MOTM. @JerryNorman asked for this and I figured I'd just repost it here for everyone.

The boxes with a $ next to them are paid projects.

John, this is a really stimulating concept. The idea of only buying the software after the Scope/Proof is powerful: basically you do all the implementation and testing first, then put in the customer's keys on Go Live. On new customers, how much showing of software do you do between the Vision Statement and getting their commitment to Scope? Do you often break the Scope step into several portions, increasing the $$ and the customer commitment with each? On the Orphan side, what is the difference between the System Review and the Develop Scope/KTA?

Jerry, showing of software is minimal. When showing is involved (and oftentimes it's not), it's very focused and short in duration. The scope step could be chunked into portions (for example, a customer may want to go through a business process review first) but I generally approach it as one project. The system review is the part where I get paid to write a pricing proposal. It's the diagnosis step and the scope/KTA is the prescription step. I gain a comfort level with their system, they gain a comfort level with me, and together we tailor the scope/KTA based on the needs that are identified during the system review.

Fro the new Sage 100 deals. The Scope/proof is probably $30k +/-? I don't exactly see how you lead them from the 1-page Vision Statement to buying into the Scope/proof of that $30k. When you get some time, can you layout some breadcrumbs for me?

It may be more effective to have that conversation on a phone or Skype call.

OK, John. I'll pick this up with you next week. There isn't a big rush right now.