Service consists in qualifying the sales
forecasts declared by the salesreps of a company and eventually contracts
already recorded in the order book. By means of a direct and independent contact
with the customers and the prospects, a realistic qualification of the true
probabilities of signature is enabled, as well as a control of the likely
amounts involved, a precise estimate of the probable dates of signature and the
delivery schedules of goods and services.
It eases an acceleration and an
optimization of the results, insofar as the talks make it possible to know the
real requirements of the customers, their criteria and the thresholds of
decision from which they will engage their signature and also because this
independent analysis, making it possible to compare the chances of the various
deals in negotiation according to same criteria's, is a privileged tool to
decide allowance of the resources of sales support between business
opportunities in the view of the optimization of the results.
While
increasing the reliability of sales forecasts of the companies, service
reinforce the credibility of the management of a unit in the eyes of the
hierarchy of the groups and the investors.
Trade experience of Storqua consultants
eases a high degree of accuracy in their business analysis apart from any
influence.
Objectivity of the appreciations
Position of Storqua consultants with
regard to the both parts of a negotiation is of a strict neutrality. They
represent for the customers an opportunity of communicating to their
potential supplier their own priorities of decision.
Valorization of our
client
Probability is high that Storqua's client
is the only candidate among the competitors to be invested in a service of
this nature. This is a pledge of particular attention paid to the success of
the prospect object of the intervention and a clear will to adapt to his
priorities.
On request of the general manager of the subsidiary of an
American group manufacturing and marketing reproduction equipment of
which sales results at the end of the last quarter preceding the annual
closing were lower than 63% of the annual objective. He perfectly knew that
his own position and the structure itself would be questioned in case of a
final result lower than 80%. Storqua consultants review of the reported sales
forecasts resulted in ceasing any action on those with a high probability of
signature but improbable before the fateful expiry to the benefit of others,
led by the salesreps who had not obtained the necessary support. At the end of
the day the result was 93% of the objective.
Positive
diagnosis
On request of a venture capitalist on the verge of a
decision of increasing his participation in the capital of a software editor
of hospital management, Storqua
consultants met the prospects and some customers candidates to a new released
version. Information collected during interviews made it possible to
consolidate the business plan which had been presented to him, to accelerate a
deal having made it possible to exceed expected result of the first exercise
as per plan. Moreover they made it possible to check the reality of the
interest of the target market for a new version developed with latest
technologies about to be announced.
