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Achieving profitable growth >

Most high level business strategies can be distilled into ones aimed at topline growth and/or bottom line profits.

OnPoint can help you achieve both

We are experts in building winning value propositions, bidding for complex sales opportunities, and preparing sales and marketing strategies to sustain profitable growth.

When senior executives focus on top line growth, they quickly turn their attention to the sales force and question: how can we improve conversion rates? How do we increase lead generation and bolster the sales pipeline? What do we need to do to strengthen revenue cover in our pipeline? How do we maximise revenues/margin per deal? How can we reduce bidding costs without jeopardising revenue targets? Many immediately draw the conclusion that the answers lie in replacing stalwarts of the company (stick), playing around with incentives (carrot), or simply taking on more sales personnel. Their logic being more sales people = higher projections = higher sales revenue - right?

We can help your business reach its earning potential and maximise its profits from billed revenues whilst avoiding these pitfalls along the way.

We do this by first exploting your current resources and capabilities before looking externally. This may involve putting in place aligned offering / segmentation / sales strategies across your business; creating value propositions that are compelling and effectively communicated to the market place and internally; understanding customers' buying cycle impact on your sales strategy; striking the right balance between sales management/governance/control with entrepreneurial deal-making; recognising the most cost-effective channel strategies; and promoting and positioning for best returns.

Our role >

There's a school of thought that says "everything you need to know about your business is within your business". Whilst we do not subscribe to this philosophy wholeheartedly, we recognise that we will never know more about your company than your own management team. However, this management team will generally spend the majority of its time on short-term objectives and immediate business issues. Management capacity. expertise and knowledge are amongst the most precious resources in your business.

Onpoint provides the expertise and capacity to support your internal management team. We do not seek to usurp their role or replicate their abilities. Instead, we work to supplement your existing team by:

• Taking the strain, providing guidance and expert input into the key sales and marketing activities:e.g. focussed business growth strategies,developing value propositions, go-to-market plans
• Managing and conducting a discrete assignment
• Guiding the management team but providing direct support as necessary.
  

Adding Value >

We add value through:

• Focus - Our consultants have no other ‘day job’ or other demands and so focus exclusively on your requirements. All of our time can be devoted to the issues without the distractions of normal business. This means that we can reduce the project time significantly.
• Objectivity - Our team has no agenda other than meeting the goals of the assignment.. We have no political allegiances, no history and no turf to protect. We can concentrate on the project without other distractions and can present the learning objectively.
• Processes and Tools - We devote significant time to developing processes and tools for analysis and development. Each project is conducted using carefully prepared procedures that are the result of many years of experience. We have developed analysis tools for use in specific parts of the business that offer insights unavailable anywhere else.
• Innovation and Experience - It is unusual for us to be confronted with a situation that we have not seen before in some shape or form. As a result we have defined methods and processes ready to be applied to most situations that incorporate best practice thinking. We would expect to arrive at any project with a well-established approach and methodology.