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The next virtual meeting of the Sales & Marketing Chapter will be held Thursday, June 12, 2008 at 11:00 a.m. EDT – Stay tuned for more details!
IAOP members wishing to attend the upcoming meeting please email the chapter coordinator at amanda.corbett@outsourcingprofessional.org
If you are not as yet a member of IAOP and would like a guest pass for the meeting, please Request a Guest Pass.
Chapter Meeting presentations are available to IAOP members. To access past Chapter meeting presentations, click here.
Chairman Summary – September 6, 2007
The most recent meeting of IAOP’s Sales & Marketing chapter took place via webinar on Thursday, September 6, 2007 beginning at 11:00 am Eastern time.
Guest speakers Danny Ertel, FoundingPartnerof Vantage Partners,and Sara Enlow, Senior Consultant withVantage Partners, guided us through the role that governance plays in the buying process, and what sellers must do in order to prove their capability to govern and manage relationships. Considering that 66% of buyers surveyed said that relationship management is formally evaluated as part of the vendor selection process,this capability is not only essential, but can be a key differentiator in an extremely competitive marketplace.
The meeting was packed with actionable information andexplored answers to many questions on the minds of sellers today, including:
1. How much should we focus on governance and relationship management during the sales process - does it really matter to buyers? 2. What do buyers really want to know about our capability when it comes to governance and what information about us goes into their formal evaluation? 3. How do we articulate our process for successful governance to prospective customers? 4. Distinguishing ourselves from the competition - isn't it all just about cultural fit?
Those in attendance took away valuable takeaways that will help them start downt he path of effectively demonstrating governance and relationship management capabilities during the selection process.
Those who couldn't attend, and are looking for assistance in this important arena, would receive great benefit by viewing the recording of the meeting.
Chairman's Summary - May 8, 2007
What Makes a Successful Outsourcing Sales Professional
- According to the Buyers and Advisors
The fourth meeting of IAOP’s Sales & Marketing Chapter, moderated by Kyle Andrews, was held via webinar on Tuesday, May 8 starting at 11:00 am EST.
This webinar explored what it takes to be a successful outsourcing sales professional. The objective was to broaden the understanding of skills and attributes necessary for sales success and share them with interested parties in IAOP. The format of this meeting was a panel discussion featuring advisors and buyers, moderated by Pretium Partners.
By getting the perspectives of those on the "other side of the table," attendees gained real advice that their companies can use to drive the direction of their sales development efforts.
The Panelists were:
Lori Blackman - President, DNL Global Bill Metz, COP - Global Business Services External Business Development Manager, Procter and Gamble
Cindy Kearney - President and CEO of CJ Kearney, Inc., and formerly Vice President R&D Procurement, Johnson & Johnson Pharmaceuticals
Panel Moderator Kyle Andrews of Pretium Partners asked questions that were supplied primarily by the meeting participants.
Many questions were explored, including: - What are the best methods for getting an introductory meeting with a buyer executive, and what determines the success of that meeting?
- What is the best way to ID the key people for IT outsourcing opportunities within an organization?
- What knowledge would you expect a salesperson to have? Do you think it would be helpful if they were a COP?
- Is it an advantage when a salesperson comes in with a single focus?
- What are the panelists’ "pet peeves" or definite DONT's in the sales process that should be avoided?
- If you are going to build a world class elite outsourcing sales team, what is the makeup of the right person for that team? Is it someone with a huge rolodex? Is it someone with a 100 million dollar pipeline?
- How would the panelists feel about salespeople, in an honorable way, reaching out to them via LinkedIn or some other networking connection?
- What are the most common reasons that sales professionals are ineffective?
The program was recorded and is available to IAOP Members via the Knowledge Center.
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Kyle Andrews
Founding Partner
Bill Hall
Founding Partner
Pretium Partners, Inc.
3240 W. Henderson Road
Columbus, OH 43220
Tel: 614.457.1726
Fax: 614.442.3971
kandrews@pretiumpartners.com
bhall@pretiumpartners.com
Primary Purpose of the Sales & Marketing Chapter
To make providers and their salespeople more successful selling outsourcing. To accomplish this, the Chapter will strive to bring together the best minds on the provider and buyer sides to determine successful practices and disciplines for marketing and selling outsourcing. In doing so, the Chapter can uncover and catalogue these practices and disseminate them to interested parties within IAOP.
Executive Committee
In the beginning, the Executive Committee will operate in more of an Advisory Board capacity. It will be open to executives who have specific knowledge and experience on the parameters buyers use when evaluating outsourcing decisions, and sellers who have specific knowledge, experience and demonstrated success in selling outsourcing solutions.
Meeting Frequency
Quarterly
Meeting Type
Face-to-face (office, meeting room); web-based (webinar); teleconference
Guest Speakers
Those who have played an active role in the buying and selling processes for outsourcing solutions
. Non-Solicitation Policy
All IAOP Chapters adhere to the non-solicitation policy. Click here to view the policy.
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| January 11, 2007 Meeting
How Demonstrating Value Changes Customer Perceptions and Wins Business
A meeting of the Sales & Marketing Chapter of IAOP took place on Thursday, January 11, 2007, 11:00 am – 12:00 pm, US Eastern Time.
The January meeting began to explore the subject of how creating a value-focused culture keeps a service provider’s eye on what is important to obtaining and keeping customers. The topic included how building marketing, sales and delivery functions that operationalize the focus on value is the challenge.
Steve Welch, VP Sales, Advanced Technology Services, presented a case study about how ATS addressed this challenge. ATS started by applying value assessment in sales strategy and process, and then focused on pricing, tools, marketing and delivery operations. ATS is a leading supplier of outsourced factory maintenance, industrial component repair and IT services for top FORTUNE® 500 companies.
Among the results achieved by ATS’s efforts include significant margin improvements, an amazing improvement in customer retention and a substantial increase in selling prices in an industry where cost reduction is always paramount.
The speakers at the January meeting included Steve Welch, Vice President Sales, Advanced Technology Services and Bill Hall, President, Pretium Partners, Co-Chair, IAOP Sales & Marketing Chapter.
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