Using seminars to leverage clients

Research and client interest

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.

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.

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.

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