Converting a lead to an opportunity requires a lot of effort from your executives, sales and delivery personnel. However, converting that opportunity into a full scale long term consulting assignment is no easy task. This is where rubber meets the road.
Most clients want to see what your company and the consultants in specific have to offer, they have heard about the skills you and your consultants bring to the table, have interacted with some of them through the sales process and they now want to see it in action. In general this leads to a 2-4 assessment engagement where you have an opportunity to understand the client’s requirements in detail, develop a comprehensive long term solution and completely win over the client.
You can learn more about the 5 key steps in running assessment workshops in my article on PSvillage here
