Group Expo fumble!

We had a bunch of people working on a GRP, and when the X came, some of the participants were on emergency call and had left. Some Poster groups had 6 people, some other 5 and even 4 members. This is an idea to handle this type of situation:
in case people were not listening, as a safety, go to each X group before they start and verify that each group as a member of each poster.

Using seminars to leverage clients

Research and client interest

Targets, please add yours :-)

Durable development companies, or companies that are environmentally conscious.

Referencing contacts :
- Nordic Link
- Team Cote d'Azur
- Entreprise humaine
- Durable development notation agencies

Jake and Elwood

When going to a client meeting, it's much better to go in pairs, for the sake of reactivity, creativity, diversification and multiple perspectives.

Talking to the right person with the right language

We have 5% chances of succeeding if we give a non decider (even an interested one), the responsibility to represent us with the decider. We need to insist on presenting our proposal ourselves to the deciders. After all, it is us that we are selling, so we need to talk to the deciders in order to reassure them.

How to prepare your mailing lists

- they need to be on an excel sheet
- first column: first name (not compulsory)
- second column: last name (not compulsory)
- third column: email address (compulsory)
- fourth column: empty
- fifth column: personalized message (not compulsory), it can be personalized individually or in groups. This personalized message shall appear at the top of the email.
- there is no need to put titles (first name, last name...) at the top of the columns.

Once the mailing is sent, you will get the bad addresses back.
For a second (reminder) message, you will need to send me the list again (updated).

Linking presentation and client's needs

When with the client, make as many parallels between what is on the presentation (verbal and/or powerpoint) and his needs. Ask him questions.

Powerpoint presentation on tools

It would be nice to include, when presenting the tools in a ppt to a prospect, some photos of what it actually looks like when the process takes place.

Sales Day Preparation

Before the sales day:
- determine the targets according to the process: do an OP on 6 targets with the name of the company, why we want to work with them, and what is the plan.
- determine the contact (name, address)
- find out background info on the company and the person
- determine the What's In It For Me
- read the Rules of Engagement

Sales day
- make sure that the info is correctly gathered
- get together for the calls

Strategy Sales

We think that it's best to hire a sales specialist rather than find new consultants. It's not that we don't need new consultants, but we first need to increase our sales.

Ongoing Projects - Seminars - PLA 2 - Things to do

- 3/15 : Andy - Send brochure as is internally and Tommi. Daniele - Send info about booking hotel and deadline for reservation
- 3/23 : Andrew - Make change to measurement and the translation. Daniele - Redo brochure content.
- 3/27 : Stephane - Finalise layout for brochure
- 3/28 : Stephane - Update website with the brochure, emailing :
     - content : mention the same seminar in Paris late May
     - recipients : 1- strong, international IT, ICG, De Baak 2-soft (everyone writes his/her own)
Undated
- All of us : make a budget, see how many people will come
- Daniele : evaluation form
- Andrew : target marketing prospects

Viral marketing videos :-)

In order to increase the IT awareness through the web, we could shoot several very short and inexpensive movies that would be fun and striking. Here are some ideas:
- dark screen and then a match striking (about innovation and Finnish winters)
- Frenchies by a lake talking about Finnish saunas, and wondering what can be seen. Except it's foggy. The creative idea comes from opening the door, and then they see great looking girls.
- Frenchies fighting in a meeting and then seeing what can be done by seeing IT methods.

Local days France

Contents :
0 - see the accountant (Done)
1 – Belgium checklist – Stephane 30min (Done)
2 – Events France (strategy, countdown, content) - Daniele 1:30 (in progress)
3 – End of morning - quick look at the blog (To Do) and finalization of shares cession (in progress)– Steph 15 min
4 - Prospects – Andy 1:30 (Done)
5 – Sales and marketing strategy – Steph 1:30 (Done)
6 - Orchidea presentation - Florent / Andy - 1:00 (To Do)

Ongoing Projects - Seminars - Inno Brussels

Katri's seminar :
- Daniele to send her our documents,
- Steph is going to help her with the web aspects (.be pointing out to the .fr) and design email.
- Andy's going to help her on sales

Still needed :
- katri's bio and photo
- PR IT best practices news
- FactaFinlandia award news
- registration form
- brochure
- html email finalization with awards
- html email database list

Ongoing Projects - Seminars - HLA

Adriaan leadership seminar is going to take place in AIC.
People will be staying at Castel Azur.

Ingredients:
- 360°
- Virtual meeting follow up
- Simulation

Things to do:
- Communication will be on both Paris and Sophia Events
- Stephane will send the emaillng mid March (with the brochure)
- Andy and Daniele are going to update their lists beforehand taking into account the language and the potential interest
- Stephane will update the website for both Sophia and Paris dates
- Andy will take care of the brochure (schedule and little text) by the end of week 9
- Daniele will translate the brochure in French early week 10
- The pdf version should be ready by mid March.

Percentages on job (by Andy)

We need to put more VALUE on the Sales Process in Innotiimi and in our team. If we do not value making the "sale" and "organising" the work to make the client happy, people will not want to do this work. That is the reason why we have different roles developing in the team so we can value this part of the "process". Each role is important to make the sales process develop in the right way.

1) The sales => The person(s) who does the work to find the right client contact and gets them interested in us and our company. The role of sales is to use their network and create "thirst" in the propsect so that they are interested in having a meeting with us to find out more. This may be the opportunity to find out more on the needs of the client. Many people may be involved in this "needs analysis" meeting. For example the programme manager may be invited to join at this stage because they have a good overall understanding on what the "company" can offer and deliver. At this stage the client may ask us to make a proposal.

2) Programme management => The person(s) who does all the organising "work" to satisfy the customers needs. This work includes discussing the needs with our partners and coming up with some solutions. Then they are responsible for making the draft proposal, budget proposal, 1st proposal, 2nd proposal etc, the negotiations, getting the deal with the customer, making the deals with the consultants, getting f/b from the clients to see if the delivery met our promise, the follow-up next steps for new projects in the programme. In summary taking responsibility for creating a long term "development" process and relationship with the client.

3) The Delivery of services by consultants => The are responsible for delivering the work for the client within the framework outlined by the the programme manager and the client. The consultants use this framework to delivery the innotiimi promise.

Now, maybe we need to look at who took the responsibility for the programme management? Was there equal responsibility? What programme management work was done, and by who? For example I have persoanlly spent about 1.5 extra days with consolis (without being paid), getting to understand their business and figuring out what to do next.

Story Parma

Antti Scooter and Kari did the PLA for Parma in 10 factories. First they had to offer the program to each unit: 7 accepted, 3 refused. One year after the end of the PLA, Parma ran a survey with a performance index. On the basis of 100 before the PLA, the 7 units who accepted scored an average of 136, and the 3 units who refused were down to 96!

Story Antti Scooter and Kary on PLA

They had a big client (meat producer, the equivalent of Charal in France) who was a little reluctant to buy the PLA, because hundreds of people were involved and it was quite costly, but in the end, the client declared that this was the best management decision he ever made and that he had reached his ROI after only two months.

IT France -Strategy 007

We have two documents in FirstClass:
- one on our 3 years goals
- one we sent to Tommi regarding our strategy for 007.
Accessible in FirstClass through: public documents : France