Stand out from competitors
A company wishes to distinguish itself from competitors with better products and services at competitive prices. The customer experiences a value proposition that should contribute to its own business activities. The value proposition consists not only of the delivery and payment of products and services, but also of experiencing the logistics of making agreements and fulfilling obligations.
The company provides guarantees and maintenance services on its products and services, provides knowledge about the applicability and new developments aimed at increasing applicability, services, awareness and training for management and employees and the deployment of on-call professionals, and whether its the logistics – on the business organization of customers. It sometimes happens that customers set requirements for the quality of service provided by a selling organization and, if desired, wish to receive proof of the effective operation of the control measures taken (for example, complying with the requirements of the GDPR).
We could say that the distinctiveness of a company requires a library of contracts, documents and scenarios.
The Contract Board maintains a sales model portfolio. For this it uses the knowledge and commitment of our professionals and professionals of partners. The portfolio of sales continues to develop as there are many variants for organizing sales of products and services. We sometimes feel that each company manages its own unique portfolio and therefore wants a company-specific library (we are happy to put together and manage such a library together).
A set of contracts and documents are just one part of the library. For each process, scripts are also needed. Together with sales, we model the process steps in the scenarios and clearly indicate what we expect from the roles involved. With this we give substance to the tasks, authorities and responsibilities of the roles.
The models are central to organizing:
- Knowledge bases;
- Service desk;
- Awareness and knowledge training;
- Maintenance and logistics; and
- Account management.
The above elaboration is necessary to identify any shortcomings, functionalities that still need to be completed and the value proposition for potential customers. It is then easy to work out a business case and plan of approach for the implementation.
As mentioned, almost every company has its own unique library. A model portfolio serves as a reference model for developing your own library.
Periodically performing a formal legal check on the set with sales and maintenance agreements and the concluded agreements is necessary to keep the liability and cost risks manageable. Experienced lawyers and/or lawyers are required to carry out these activities.
This also applies to relevant information about new legislation. Professionals regularly organize webinars, meetings in in-house training courses in which relevant upcoming and new legislation is discussed in an accessible manner. The in-house training also pays attention to the impact of changing legislation on internal processes.
If desired, the professional support can also relate to:
Organizing a library sale has an impact on internal and sometimes external logistics. For internal logistics, it may be necessary to include data from the information ecosystem, contracting and/or contract management in underlying financial and commercial systems. This is often possible and sometimes the interfaces have already been created.
Customers can request that the company connects to their underlying systems. Here too, these wishes are often possible with modern systems, but the interfaces do have to be made.
Logistics is not just about exchanging semantically correct data. It also happens that partners make agreements about the deployment of demonstrably trained employees and compliance arrangements. For each wish, sales management will want to check the time, effort and costs before making any commitments.
It is possible to discuss the effectiveness of the sales process in a professional manner. Selling a library can have an impact on the sales process and vice versa. When elaborating the set of contracts and documents in scenarios, we outline the impact on the sales process in collaboration with sales.