This document summarizes key points from a seminar on making profitable top line growth a priority in 2016. It discusses delivering more value to clients without discounting, the importance of industry specialization, winning new clients without being the lowest bidder, retaining best clients, and attracting competitors' clients. Charts show rising client expectations around value and cost, and how industry specialists command premium prices. The document emphasizes that expertise, understanding clients' businesses, and responsive service are most important in driving client consideration and purchase decisions. It promotes Beatons' consulting services to help firms grow profitably.
Call Girls In Sikandarpur Gurgaon ❤️8860477959_Russian 100% Genuine Escorts I...
Beaton's five cities seminars march 2016
1. Presented by
George Beaton | David Goener | Paul Hugh-Jones
Adelaide | Brisbane | Melbourne | Perth | Sydney
March 2016
Notes from beaton’s seminars on
Making Profitable Top Line Growth
Your Priority in 2016
Hosted by
2. Thank you for participating in Making
Profitable Top Line Growth Your Priority!
We addressed five themes…
1. Delivering more value to your clients – without
discounting
2. Why the smart money is on firms with recognised client
industry specialisations
3. Winning new clients without being the bidder with the
lowest price
4. Ways to brickwall your best clients
5. How to entice your competitors’ clients to trial your
services
…and leave you with one chart from each to help you
remember and act on the key messages 2
10. Whether your firm is already a subscriber to
beatonbenchmarks in 2016, or is measured but
hasn’t yet subscribed to beatonbenchmarks or is
smaller and not measured, beaton has services to
help you grow your firm’s top line profitably…
Please contact us to explore how we can help you:
David Goener +61 421 056 409
Paul Hugh-Jones + 61 408 400 885
George Beaton +61 418 325 351
March 2016
Editor's Notes
Write PV formula on the board: PV = Benefits (Performance) + Cost consciousness + Price (provided the blue circles above apply)
When Performance and cost consciousness are low clients are price sensitive
Spend time on behaviours that demonstrate Cost consciousness
Stronger Consideration, relative to your competitors with a similar price, positions a firm to win work. It also gives pricing discretion i.e. supports premium pricing
Ask audience to share their experience
Where theirs differs, remember these are for the average (typical) client
Ask audience to share their experience
Where theirs differs, remember these are for the average (typical) client