Most service businesses sell to business customers — either exclusively, or in addition to consumers.
When you sell to other businesses or to government, and when you reach a certain level, you will be selling to procurement.
For example, Victorian government departments need three quotes for any purchase above $25,000. Above $150,000, they are required to conduct a formal tender.
Most businesses that sell at this level end up winning at least two-thirds of their business through some kind of formal submission. When you win a contract that way, you only get to keep it by competing for it again, generally, once every three years.
That’s a lot of revenue at risk through the procurement cycle.
When I talk to people who sell services, they often tell me that they are so busy working in the business that there never seems to be time to work on it. The marketplace is getting more competitive all the time, and the pace of change is so intense that it can be hard to keep up with what competitors are doing – let alone come up with new things yourself.
To make things even more challenging, there is the frustration that customers don’t really understand what you do, let alone value what you do.
There is a better way to sell services. If you’re struggling with these problems, I can help.
The Revenue Revolution: Building Business - Winning Innovation in Services Organisations is a program for owners and leaders of service businesses. Together, we will look at what your organisation knows, does, and delivers, to identify what you offer that is:
- Extremely valuable to customers, and has the highest currency right now;
- May be outdated, and of limited value to customers; and
- Can be built in order to create greater value to customers over the next 6 to 12 months.
At the end of the program, you will have a blueprint to develop services that will position you as the clear winner with customers or funding bodies.
Contact me for a white paper with more information about how the Revenue Revolution Program can help you grow your services organisation.