FAQ’s Do you do SALES TRAINING?

Answering your Questions, have one – email me directly at kschwartz@springboardbizdev.com

Are you a Sales Training Organization?

No, we don’t do training.  In fact, I may piss off a few people by saying this but I believe for the most part the tactics taught in sales training organizations don’t work today.  I do believe they have a purpose – mostly for commodity or high volume sales organizations.  I can see a value there.  However when you are selling a service based on building and maintaining strong relationships tactics are the fastest way to lose business.  We’ve all been through these programs and we can spot the strategies from a mile away.  Do you know how bad I screw with someone who is “mirroring” me?  I spend the entire time focused on my next move and I don’t even hear what they are saying.

Your sales cycle is a fallacy.  You need to know where your buyer is in the process and ensure they have the right information necessary to move forward but you can’t make them move forward you can only encourage.  If you’re looking for a “trainer” I know a number who are excellent at what they do, they get results and they focus on the buyer, your internal processes, your people and not tactics.  I’d be happy to make an intro.

FAQ’s Team Poaching

Answering your questions – have one, email me directly at kschwartz@springboardbizdev.com

Can I HIRE your consultant on a full time basis?

Typically the answer is no.  Our consultants are not out of work in house business developers passing time until a full time gig shows up – they chose the consulting world many years ago.  For some it’s been over 30 years and for most it’s closer to 5-10 years they’ve been on their own.  We aren’t good employees because we won’t allow you to manage us.  Part of what makes us successful as consultants is the ability to challenge your beliefs of how things are done.  We’ve had to evolve as business has changed and we continue to evolve as we deal with more unique challenges like sequestration and global competition.  Consider us a resource and a partner but not a recruiting firm.

FAQ’s Can you terminate me?

Answering your questions.  Have one – email me directly at kschwartz@springboardbizdev.com

 

Everyone always asks how they can get out of the contract if they need to but they forget to ask if we can terminate the contract and yes, turnabout is fair play.

Can I be terminated?

You sure can and unfortunately we’ve had to terminate clients in the past.  Our new Client Acceptance Protocol will hopefully eliminate the need to do this in the future however we have terminated several clients over the past few years.  Typically the reason we terminate is the behavior is detrimental to our ability to represent you properly and it runs the risk of damaging valuable relationships.  We have had to terminate for non-payment or excessive late payments but also insulting a decision maker, getting angry at a prospect in a meeting, lying to us, inappropriate behavior in meetings with decision makers.  You wouldn’t believe the stories if I told you.  Some things can be addressed and fixed but we’ve found that at this point behavior is pretty much set in stone and if we can’t trust your behavior in a meeting it’s best to terminate the relationship immediately.  We can’t in good conscious take your money if we can’t do a proper job for you.

FAQ’s What’s the contract look like?

Answering your questions.  Have one?  email me at kschwartz@springboardbizdev.com

 

What’s the contract look like?

It’s a standard subcontractor service provider agreement with a statement of work detailing services to be provided.  Typically when this question is asked they are saying how long is the contract?  It depends, we have several options:

  • One year with 30-60 days written notice to terminate depending on type of service
  • 6 month contract with 90 day renewals

We find that the 6 month contract is usually the best option as we’re hitting stride between 4-6 months.  That’s typically 80-120 hours worth of work or 2-3 weeks for a full timer and in most cases we’ve already closed business – government work can take longer.

FAQ’s Retainer plus Commission?

Answering your questions, please send us any additional questions you may have at kschwartz@springboardbizdev.com

Why do you do retainer plus commission?

If you hired a full time business developer with experience, relationships and a process that works you’re starting at a bare minimum salary of $120,000 plus benefits, taxes and expense reimbursement which you should expect to be a minimum of $1500 per month plus membership fees.  In grand total a minimum of $160,000 and that’s before any sales and commissions.  Our minimum is less than 1/3 this amount and typically includes our expenses – our memberships, mileage, event fees, lunches, phones, overhead, etc.  That retainer guarantees you a minimum amount of time.

The commission is the success fee.   If our connection got you the opportunity to work with that decision maker and a deal comes from it there is a commission paid.  It’s paid on paid and on the total contact amount.  The rate varies based on services provided.  The structure is the same as hiring full time just a lot less expensive and in most cases we get more done faster.