McAlpine Consulting Offering

1. McAlpine Consulting
Best Advice Best Results
People in Business
© McAlpine Consulting Limited 2011

2. McAlpine Consulting
Best Advice Best Results
We design, implement and execute sales strategy
Our consultants are subject matter experts
You benefit through best advice – always
© McAlpine Consulting Limited 2011

3. McAlpine Consulting
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Specialist Practices
Specialist Consultants
© McAlpine Consulting Limited 2011

4. McAlpine Consulting
Best Advice Best Results
Branding and
Media
Bids and Change
Proposals Management
SALE
Program Talent
Management S Management
Workshop Sales
Facilitation Technology
Specialist Practices
© McAlpine Consulting Limited 2011

5. McAlpine Consulting
Best Advice Best Results
Growing Your Market Share
through
Focused Sales Initiatives
© McAlpine Consulting Limited 2011

6. McAlpine Consulting
Best Advice Best Results
Branding and Program
Media Management
Negotiation Opportunity
Marketing Facilitation
and Closing Mapping
Change Strategic Tactical
Technology Presentations Execution
Management
Bid and Client
Business
Talent Proposal Relationship
Analysis
Development Management
Continuous Sales Development
© McAlpine Consulting Limited 2011

7. McAlpine Consulting
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Working with You to Deliver
Best Results
© McAlpine Consulting Limited 2011

8. McAlpine Consulting
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Getting it Right – From the Start
Discovery Capability Approach Roadmap
•Partner Induction •Maturity Baseline •Business •Product
•Customer Mapping •Capability Target Development •Sales
•Agree action •Improvement Plan •Client Relationship •Revenue
items, deliverables •Capability Extension Management •Market
and timelines •Mission Vision and •Client Presentation •Resource
Values and Meeting Style
•Authoring
•Team Responsibility
Tailored Workshops
© McAlpine Consulting Limited 2011

9. McAlpine Consulting
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Driving Disciplined Approach
to Sales and Bid Initiatives
© McAlpine Consulting Limited 2011

10. McAlpine Consulting
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STRATEGIC
MARKETS
ACCOUNT PURSUIT
PLANS CRITERIA
EFFECTIV
E
SALES
MARKET & SALES
COMPETITOR DISCIPLINE
STRATEGY
SALES
CAPABILITY
Market Focus – Effective Sales
© McAlpine Consulting Limited 2011

11. McAlpine Consulting
Best Advice Best Results
STRATEGIC
PLANNING
POST PURSUIT
SUBMISSION PLANS
WINNING
BIDS
PROPOSAL CAPTURE
PREPARATION PLANS
PROPOSAL
PLANNING
Winning Bid Strategy and Execution
© McAlpine Consulting Limited 2011

12. McAlpine Consulting
Best Advice Best Results
Our Promise to You
“Best Advice – Best Results”
Always
© McAlpine Consulting Limited 2011

13. McAlpine Consulting
Best Advice Best Results
Learn how you will achieve best results:
e-mail craig@mcalpineconsulting.com
web www.mcalpineconsulting.com
Phone: Craig McAlpine
Principal Consultant
+64 21 666 807
© McAlpine Consulting Limited 2011