This is an outline of the week's syllabus; meant to be customized based on your strengths and weaknesses.  Each item contains full details which you will review when booking your customized training week.

The program is modeled after ISO 9000 Quality Assurance Programs.

1. Ice Breaker
    
2. Review of RMHTC:  How the system works
   1. What is a Profit Center and a Pipe Line?
       
3. Discuss major startup issues
   1. Getting organized
   2. Build initial Prospect List
   3. Starting the process
   4. Get the message internalized
       
4. Tools required to obtain goals
   1. Professional proposal formats and templates
   2. Spreadsheets
   3. Credit Facility template
   4. Request for Proposal/Bid template
       
5. Business plan
   1. Identify business plan components
   2. Identify gaps
       
6. It's your business; You can’t play at this!
   1. Gear Ratio:  Structured development of Productivity/Revenue Models
       
7. Time Management
   1. 5/10-day Planning Calendar
   2. 30, 60, 90 day major milestones
       
8. Building the pipeline
   1. Identify:
      1. Lead sources
      2. Qualified prospects
      3. Vertical markets
          
9. Probability of Success
   1. Develop and/or refine sales skills
       
10. Business Cases
    1. ROI Model - Structuring your P&L
    2. Presenting your Business Plan, Pro Formas, and Services - Building a Business LOC
        
11. Role play
    1. Cold call script
    2. Sales contacts
    3. PowerPoint presentation
        
12. Closing the consultation
    1. Decisions made
    2. Problems solved
    3. Actions to be taken
    4. Questions
        
13. LOTS OF ROLE PLAY
    1. Telephone Contact Simulation
    2. PowerPoint Presentation: Learning the Message
    3. Overcoming Objections
    4. PRACTICE, PRACTICE, PRACTICE
        
14. Expense Optimization Training
    1. How to perform the analysis and production for Expense Optimization Findings and Recommendations studies
    2. Input from Telecos, Service Providers, Carriers, and other Vendors
    3. Business Case Studies. Hands on training with actual invoices to produce OptiStudy
    4. Packaging the Findings and Recommendations Executive Summary
        
15. Post Business Development Week
    1. Analysis summary and report
    2. Feedback and feed-forward
    3. Performance Enhancement
    4. Inventory
    5. On going 10-day telephone follow-on
    6. Proactive communication with RMHTC
    7. Provide metrics for tracking performance

If you add sales personnel --

Sales Personnel & Independent Contractor Short Course

• 2-3 day intense focus on How To Sell Expense Optimization
• Learning the Message and the Value Proposition
• Role Play
• PowerPoint presentations and Scripts
• Overcoming Objections, Learning How To Close
• Sales Tools: Templates, Proposals, RFP/Bid Responses, etc.

Ongoing Services*

• Request for Proposal response assistance*
• Feedback to facilitate BDW Program continuous improvement
• Proactively setup next level of business development to bring Strategic-Partner to the next level
• Large account strategies/tactics*
• Joint sales efforts for high-value prospects including non-optimization opportunities*
• Assess Business Plan additional resource requirements
• Assistance in selection of additional sales personnel

Other Areas --

• Proven Process methodology adaptable to any market
• Track/record experience
• Learning curve in place; Work-In-Process
• Offer customized solutions
• Meeting Best Practices and Marketing standards
• Develop Website and CD Rom support materials*
• Customized Templates for Input/Output and Report Formats
• Scalable to any size organization

*Billable items
If you are ready to start your Telecom Consulting business,
e-mail Robert M. Hardy, today!  Or, telephone 478-461-7267

 As with any business, results will vary.