Prevue: Gaining

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Prevue Gaining Retaining Clients

• The Worlds Premiere Human Capital Assessment

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Prevue What is it, really?

• 5th Generation Assessment
• Abilities
• Motivations
• Personality
• Predictive Job-Specific Information
• Meets Strict Guidelines Provided By
• EEOC
• SIOP
• US Dept of Labor

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Why Companies Buy It

• Hiring Selection
• Reduce Turnover
• Improve Quality of Hires
• Benchmark Vital Positions
• Management Employee Development
• Leadership Development
• Communication/Conflict
• Team Building
• Succession Planning

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OK, But Why Do They BUY It?
Return On Investment
A quick calculation that can change a clients
perspective
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Real Math Your 1,000 Employee Client
US Department of Labor Average 23 Turnover
Current Employees 1,000
Turnover Total 200 (20)
Average Salary 35,000
Turnover Costs Include Lost productivity,
training investment, mistakes/lost customers,
recruiter/hiring staff time, unemployment,
advertising screening new candidates,
supervisor/department rework intelligence
collection, project impact, overtime during
vacancy, much more
Turnover Costs 3.5M
2 Improvement 70,000
Sources Bliss The cost of turnover may be more
than you think 2000 Ettore Employee Retention
Keeping the Cream 1997 Fitz-Enz Its costly to
lose good employees 1997 Sorenson Measuring HR
for Success. 1995 Dozens of other reports and
documents confirm this data
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Real Math Your 5,000 Employee Client
US Department of Labor Average 23 Turnover
Current Employees 5,000
Turnover Total 1,000 (20)
Average Salary 50,000
Turnover Costs Include Lost productivity,
training investment, mistakes/lost customers,
recruiter/hiring staff time, unemployment,
advertising screening new candidates,
supervisor/department rework intelligence
collection, project impact, overtime during
vacancy, much more
Turnover Costs 75M
2 Improvement 1.5M
Sources Bliss The cost of turnover may be more
than you think 2000 Ettore Employee Retention
Keeping the Cream 1997 Fitz-Enz Its costly to
lose good employees 1997 Sorenson Measuring HR
for Success. 1995 Dozens of other reports and
documents confirm this data
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Todays Buying Market

• Yesterdays Selling Process is Gone
• Methodical One-Size Approach
• Extended Sales Cycles
• Complexity as a Benefit

• Effective Selling Now Requires
• On-Demand Products
• Immediate Results
• Explanation of Risks
• Service Assistance

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Prevues Advantages
On Demand Product In-an-instant assessments,
Prevue Wizard Turn Selection to Development
in a click Immediate Results System delivers
upon completion Clear concise reports Risk
Reduction Sound Benchmark Development
Process Legally Valid, Well Researched Its All
Still In There Just Easier!
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Gaining New Prevue Clients

• How To Find Prospective Clients
• How To Qualify Them
• How To Position Prevue
• How to Close Sales
• How To Service New Clients

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How to Find New Prospects
BECOME the Authority Networking Events Web
Advertising Strategic Alliances Associations Ho
st a Prevue Event
Network everywhere, often, and well
Be visible, avoid we, me, I talk
Find mutually beneficial situations with
consultants and others
Get involved locally, join, serve, and discuss
Take your new status and showcase a solution
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How to Qualify New Prospects
Get to the heart of the matter Determine
Employee Level Determine Need Budget Overcome
Roadblocks Propose Solution
Who are you talking to? Can they make decisions?
Interview for their source of pain, and resources
for solving it
Provide a value statement and address objections
Simply tell them whether or not you can help
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How to Position Prevue
Listen to your customer Trouble Positions Poor
Hiring Processes Warm Body Syndrome No Plan
for Incumbents Internal Ascent Issues
Weve already replaced this position 3 times
this year
I havent even had time to write the job
description
At this point, I just need someone in here
The most common complaint we get from employees
who leave is a lack of development training
Well be offering retirement packages but that
leaves key positions open
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How to Close New Prevue Customers
Know when your customer is ready Focus on what
is most emotionally powerful Avoid detailed
discussions of features Confirm fulfillment in
pain areas address fears Justify the value
from their perspective Ask For The Business
Reiterate the core savings time, stress money
Dont fill the air with features, stick to
benefits
Absolutely the 1 reason sales efforts fail
Put on your customers shoes and tell them how
they gain value
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Servicing New Clients
Delivering the almighty ROI Dont Dump and
Run Create a Marketing Plan for Current
Customers
Even if your client asks you to! Make yourself
part of the solution
Your best customer is your current customer!
Never stop providing value.
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Retaining Prevue Clients

• Growing your current relationships through Prevue
• Looking for Expansion
• Knowing Their Business
• Becoming Part of the Solution

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Expanding Prevues Reach
Your foot is already in the door Ask about
other problem positions Discuss Development
Succession Planning Position yourself as a
change agent Ask for Introductions
Your contact may not have one, but a colleague
might
Offer Prevue as more pieces to the puzzle
Show your willingness to assist in efforts beyond
your current scope
Most organizations using Prevue could easily
expand, if they only knew
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Know the Challenges
Inform yourself on issues your client
faces Stay abreast of news on their
industry Make sure they know youre
interested Understand how Prevue provides value
in context Become a valuable resource
Who are the big players? What is changing? What
does it mean?
Discuss industry specific, but off-scope, topics
with your client
Spend time formulating how Prevue can solve
future pain
Send industry news with tips on how to overcome
challenges
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Become the Solution
Enter a new level of client service Create
Proposals Clear Your Calendar!
Write a value-driven proposal based on your
knowledge, citing success
Every new piece of consulting work means less
cold calling!