Performance Contracting

This two-day seminar will enable sales professionals to utilize performance contracting to increase sales, company profits and overall customer satisfaction. Participants will learn how to position this offering as a win-win solution for the customer, eliminating competition, and negotiating project scope and timeline.

Who Should Attend

This course is best suited for the individual who is able to build relationships as part of the sales process. A high level, negotiated, owner-direct sales person would be the ideal attendee, as well as project and account managers.

Skills and Insight Gained

• Learn to utilize performance contracting techniques to qualify stronger throughout the sales process
• Develop conceptual, technical and financial sales skills
• Learn to build solution-driven, bundled offerings that play to your organization's strength
• Gain valuable insight into the opportunity management process
• Gain knowledge through the use of case studies, to develop performance contracting sales skills
• Understand the outsourcing of all forms of building management for long-term operational and financial success
• Understand how to improve your market share and grow your profit margin even during tough economic times

What You Will Learn

Day One
8:30 AM–4:30 PM

Overview and Environment

Sales Process - Negotiated/Solution Sales

Strategic Selling - Relationships/Reputations

Relationship Selling

Situational Overview

Legislation

Financial Introduction

Solicitation/RFP/RFI

Cost of Operations

Developing Solutions

Measurement and Verification

Day Two
8:30 AM–4:30 PM

Proposal Formulation

Negotiations

Contracts

Project Management

Initiation and Implementation

Owner Sales Management

Winning Way/Holden Review

ESCO - SWOT Analysis

Risks and Strategies

Case Study Analysis

Overview and Environment