My last post talked about the importance of talking about value and how it must be phrased in terms of business outcomes. I’d now like to take this a little further and expand on the work we’re delivering for a leading global professional services firm and how we deliver value for them.

Their challenge like many other consultancies is that their consultants are recognised for their deep technical expertise. But they wanted their consultants to also understand the how and why their clients value their service offerings beyond the technical solution. They wanted to provide their consultants with the tools and the confidence to have non-technical conversations at each stage of the buyer journey.

We, JA Consulting, were engaged to partner with them to build and deliver a client focused sales programme. Included in the design of the programme were discussions on what business outcomes the programme was expected to deliver. However, with any sales programme, there are challenges in determining and measuring the lag and leading indicators.