RESET: The Revenue Equation

In this month’s video, my team talks about a model your team can adopt to help generate sustainable revenue. The “equation” consists of 3 main parts:

1. A Project Managed, Account Capture Mentality
2. Client Intelligence Curation
3. The Development of 5 Paths to Connection

Hello, and welcome to the Wayne O’Neill and Associates video blog series. I’m Maurielle Balczon, Senior Project Manager at our firm, and I’ll be joined later today by two of my colleagues, Matt Montgomery and Kevin Cray.We’d like to share with you our perspective on how you can leverage coaching to direct your team’s behaviors towards a bigger bottom line.

So why utilize coaching? Whether you hire an outside firm like ours or do it internally within your own team, coaching allows people to improve their account development skills in a facilitated way. Because we can’t always see ourselves clearly, electing an outside expert to observe us and offer feedback allows for a more objective view of account development skills that are well formed and those which may need improvement.Athletes, executives, and performers are all examples of those who use the coaching process to continuously perfect themselves.

Specifically in the business world, coaching is most successful when leaders can transfer the knowledge they’ve learned into tangible results for the organization. This is why it’s important to maintain a results orientation throughout the entire coaching process. By setting measurable expectations and growth objectives, you can make sure that you’re getting what’s expected in the end, a bigger impact for your company’s bottom line.But it’s not just what happens in the sessions themselves that determines the success of coaching. Both before and after the sessions is a lot of times where it counts even more.

It’s important that before and after the sessions, new information is constantly being filtered through your team’s knowledge mindset. And throughout the process, it’s also important that this knowledge and new information is being managed in a format that is accessible and easy for everyone to contribute to.

My name is Matt Montgomery. I am the Client Intelligence Manager here at Wayne O’Neill and Associates.

So the client intelligence process really starts with four main focuses. The first part is curating information. Our team curates information by scouring news articles, business journals, and industry specific news publications so that we can find relevant information and intelligence that relate to our account pursuits.

Next, once you’ve curated information, you really want to be able to aggregate it in a central location. Our team prefers to use Evernote for this purpose, but you can also utilize some cloud-based tools like Google Drive or Dropbox to also aggregate the information.

And once you’ve aggregated and everything is in a central location, then you can prioritize. Go through your intelligence, look for what really is meaningful, and look for that intelligence that will help you create those inroads to the account relationships that you need. And that way once you have that information, then you’re able to better collaborate with your team in a meaningful way.

My name is Kevin Cray. I’m one of the senior project managers here Wayne O’Neill and Associates.

Now that Matt has walked you through how to gather and curate client intelligence and Maurielle stressed on the importance of project management and the connections process, what do you do with that? Every team needs to have a simple place to put information. Whether you use SugarCRM or Salesforce, you could even be using spreadsheets or the Wayne O’Neill Dashboard, whatever that solution is, there’s five things that you need to make sure that you and your team are capturing.

You need to understand and put the business and political issues, things that could be driving the decision making process. Issues that they’re having, current events and news. You also need to make sure that you and your team identify the decision maker, the person that owns the problem. There also could be champions within the organization that could really help guide you through not only the political waters, but they could also have some influence on the decision making process.Another person that could be of value is identifying who could be a navigator for you, who can help keep you on track in not only connecting at high levels within the organization, but also understanding what’s driving those issues.The last thing that you and your team really need to focus on is identifying multiple paths or different ways that your team could approach this institution or organization.

In conclusion, Maurielle, Matt, and I have laid a solid foundation for you and your team to adopt a capture plan mentality which will help yield more account-based revenue rather than one off project opportunities.