Partnership    

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That term is not only overused but often misused in business today.

By definition, in business, partnership means two or more entities sharing equitably in profits and losses.

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At the Collier Group, we genuinely partner with our clients and have a co-investment in their success. 

 

We create an equitable short-term fee structure based on our client's current documented expenses associated with sales turnover. Recurring turnover of salespeople, and the loss of productive A-Players, has a significant financial cost to the organization. There are not only high direct costs, but more importantly, the company is unable to realize the revenue and profit contribution that could have been attained with a successful sales talent management program.  In most cases, our clients do not incur any additional costs from our services because they are offset by reducing or eliminating associated budgeted expenses.

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Our fees over the course of the project are based on the mutual success of the sales talent management program.  Using our Sales Force Optimization Planner, we set realistic expectations for improvement and future financial performance.  Based on those objectives, we create a fee structure that is both justifiable and equitable with our client's financial expectations. This measurable success-based approach ensures that both parties work together to achieve the stated objectives of the engagement.

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As a project and results-based firm, we do not have 'billable hours' on our income statement.  We also do not apply the practice of 'project scope creep', where we actively look for ways to get entrenched in our client's business so we can charge more fees.  Our goal is to create a comprehensive sales talent management process that our client can own and successfully manage after we are gone.  In some cases, clients want us to administer their talent management ongoing, in which case we will enter into a managed services agreement.