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Description of Services
Pathfinder
Services
Executive
Briefing
Two
Day ROI Review and Briefing
Two
Day Executive CRM Briefing
Pathfinder
Services Top
As the name implies, the Pathfinder Services are designed to help organizations
establish a clear direction and business case for their initiatives. Each
service stands alone or can be purchased as an integrated set of deliverables.
Pathfinder
Planning
Pathfinder Planning is a high impact and high-energy engagement that establishes
a clear direction and business case for a CRM initiative in a period of
four weeks (duration dependent on the client not the consultant). The process
is focused on a number of proprietary tools and techniques that help the
organization gain focus and agreement regarding the definition of their
initiative. The methodology is broadly described by the steps described
below:
Key
to the success of this approach is the establishment of a baseline, which
is derived through a proprietary Scorecard technique. The second and equally
important component is the facilitated workshops which brings the organization
together relative to the role and scope of the CRM initiative. Deliverables
include:
- Scorecard
benchmark results
- Workshop
templates and results
- High
level system architecture maps
- High
level budget estimates and business case
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This initiative
is normally quoted on a fixed cost/fixed timeframe basis.
Pathfinder
ROI & Results Measurement
This service would normally be a natural follow-on to Pathfinder Planning
but can be done as a separate service. The approach would be to conduct
a series of interviews and workshops to clarify and document the source
of benefits. This information would be translated into a business case and
ROI analysis based on client policies and preferences. Deliverables include:
- Business
case document
- ROI
analysis and metrics
- Sensitivity
analysis
- Success
metrics
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Pathfinder Sales Process Modeling
Fundamental to any successful sales automation initiative is the creation
of a defined sales process. The creation of a sales process model does not
respond well to classical process mapping techniques; therefore, GSP &
Associates has developed a workshop methodology that results in a process
definition that the field sales organization "owns" and serves
as the basis for the development of specific CRM applications and tools
to support it. Deliverables include:
- The
Sales Process Model
- Support
Process Maps
- Functional
description of application and tools to support the processes
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Executive
Briefing
Top
Provides senior
management with an overview of CRM and a description of the implications
for their organization. Emphasis is on the organizational opportunity
and challenges associated with CRM initiatives.
Cost:
• $5,000 plus out of pocket expenses. $2500 is required up-front
to cover travel and out of pocket expenses.
Two
Day ROI Review and Briefing Top
Introduction
Most organizations struggle with the issue of building the business case
and justification for their projects. CRM involves both top and bottom
line benefits that are hard to estimate and demonstrate results. Mr. Petersen
approaches this issue with over 25 years of experience with major corporations
and the CRM industry. His books on Sales Automation and CRM are considered
pivotal in the industry and position him as a true thought leader in this
complex subject. Moreover, Mr. Petersen's approach to these topics is
pragmatic and offers real solutions in a world that is filled with hype.
This two day consulting engagement offers an opportunity to tap into these
insights and provides flexibility for any organization confronting these
complex issues.
Description
The two-day review provides the client organization with an opportunity
to review the status and direction of their initiative and to gain Mr.
Petersen's insight regarding vulnerabilities, opportunities and the building
of a solid business case and ROI. To gain the maximum benefit for the
client, the first day is essentially a review of the direction and concerns
of the organization. This input essentially drives the content for the
second day, which focuses in on specific issues and the creation of a
solid business case and justification. This format provides flexibility
to assist organizations regardless of their stage in the process and enhances
the quality of the input.
Content
| Day
One |
Review
the status of the initiative through interviews, group de-briefs,
and key documents. Interactions focus on the direction of the company,
status of the initiative, and justification. Day One ends with a debrief
and a summary of issues. The debrief includes setting the agenda for
Day Two. |
| Day
Two |
The
day starts with a review of best practices and feedback regarding
the input from Day One. The remainder of the day is spent discussing
the creation of the business case and ROI. |
| Deliverables |
-
Five copies of ROI: Building the CRM Business Case
- Hard copy
version of Mr. Petersen’s briefing at the beginning of Day
Two
- Easel sheets
created during the discussion.
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| Costs |
$10,000 plus
out of pocket expenses. $2500 is required up-front to cover travel
and out of pocket expenses. |
Two
Day Executive CRM Briefing Top
Introduction
Most senior executives are very much aware of the failure rates associated with CRM and e-Business. Ironically, senior management is often inadvertently a major contributor to this failure phenomenon. Project teams often do not realize the type of management support and engagement that is required and senior management also fails to understand their correct and pivotal role. Based on years of experience in dealing with these issues, Mr. Petersen offers a unique perspective and techniques that address these needs. This two-day consulting engagement offers an opportunity to tap into this knowledge and solution framework.
Description
The two-day briefing provides the client with a better understanding of
the implications of CRM and e-Business as well as its capabilities. The
focus of this discussion will be the issues that will determine success
versus failure. The briefing includes some hands-on activities that give
senior management exposure to improvement opportunities and the need to
establish a rallying point for the organization. With all of the hype
associated with this marketplace, this session provides an excellent vehicle
to get a no-nonsense type briefing from one of the industry’s true
thought leaders.
Content
| Pre
Work |
The
client is sent a set of CRM Scorecards to be completed before the
session. |
| Day
One |
Review
the status of the initiative through interviews, group de-briefs,
and key documents. Interactions focus on the direction of the company,
status of the initiative, and justification. Day One ends with a debrief
and a summary of issues. The debrief includes setting the agenda for
Day Two. |
| Day
Two |
The
day starts with a review of best practices and feedback regarding
the input from Day One. The remainder of the day is spent reviewing
the capabilities of CRM and how they might apply to the organization.
Participants are engaged in a number of workshop activities to get
a sense for the dynamics and insights derived. Attendance for Day
Two is limited to 15 people. |
| Deliverables |
- 15
copies of Mr. Petersen’s book CRM Leadership & Alignment
In A Customer Centric World
- Hard
copy version of Mr. Petersen’s briefing at the beginning
of Day Two
- Scorecard
results
- Easel
sheets created during the discussion.
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| Costs |
$15,000
plus out of pocket expenses. $2500 is required up-front to cover
travel and out of pocket expenses. |
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