DCJA Consultancy

1

• DCJAConsultancy
• Contents
• Why DCJA Consultancy
• Examples of Previous Projects
• Consultancy Services Offered.

Contact Details David Acheson Tel [phone]
Mobile [phone] dcjacheson_at_btinternet.com
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Why DCJA Consultancy 25 years sales, sales
management sales operations experience. Wide
range of different B2B industry experience
Office Equipment, IT, Advertising, Training,
Outsourcing Consultancy. Start ups, SMBs
Global Corporate experience.DCJA Consultancy
gives factual informationand defined actions. An
end to end approach driving improvement to the
top and bottom lines. Implement undertake tasks
in a professional manner. Proven track
record.
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• Example of Previous Projects
• Problem
• The company had low sales activity levels,
  a low volume of deals being written but at high
  gross margin and were losing customers at an
  unacceptable level.
• Approach
• Restructure of sales force from 18 regions to
  6 and introduced internal sales support.
• Implementation of KPIs
• Introduced a new pay plan.
• Results
• Reduced overall total cost of sales by 18.
  Increased activity average orders taken per
  sales increased from 1.9 to 4.2. Increased new
  business sales by 300 increased customer
  retention to an acceptable level.

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Example of Previous Projects

• Problem
• The organisations sales force was selling product
  and support but unable to sell consultancy and
  services.
• Approach
• Investigate requirements of a defined
  industry sector.
• Define a solution with product, services,
  consultancy support to meet that requirement.
• Implement a strategic marketing campaign with
  solution sales training, sales presentation
  material and marketing support.
• Result
• Increase consultancy services sales, increases
  average order value and increased penetration
  within this industry sector.

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Sales OptimisationReview (Approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI

Consultancy Offered Standard Packages available
i.e. Sales Optimisation Review, average time
taken approx 3 days plus report. The consultancy
service is modular so we are able to offer
bespoke solutions to meet all requirements. Consu
ltancy is charged by the day or by the task.
(Standard Day Rate including expenses
900). For more information click on the
grey boxes or call DCJA Consultancy on 07920
269155
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
6
dcjacheson_at_btinternet.com
Sales Optimisation Review (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Sales Structure Review Analysis of the existing
sales structure to find out if the present
structure can be improved and if the sales staff
are trained, managed, motivated and working in
the most productive manner. An overview on the
ability of the sales and sales management.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
7
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Sales Cost Analysis/Cash flow ManagementAn
in-depth analysis of the cost of sale and ways to
reduce sales costs.Analyse if reductions in
cost or improved productivity can be made
through outsourcing certain sales functions.
Analysis of the product range and sales
emphasis to ensure maximisingprofitability.
Analysis of cash flow management process
(payable/receivables/inventory)
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
8
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Sales Approach / KPI An investigation into the
general sales approach, prospecting, appointment
making, presentations, quotes and closing the
business. Analysis of the solutions that are
being sold. Examine the Key Performance
Indicators and ensure they are correct to meet
company requirements, beingadhered to, monitored
and producingthe desired result.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
9
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Targets / Pay Plan Ensure the existing targets
are correct and that the pay plan is set to
encourage the correct practices and company
results required. Analyse both the Targets and
Pay Plan to ensure it encourages both customer
retention and new business development. Advice on
incentives, recognition rewards and team
building events.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
10
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Customer Service Indicators Ensure that processes
are in place to monitor and act upon customer
service results as well as ensure that customers
are handled with passion and fulfilling their
commitment.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
11
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Forecasting Ensure that the processes are in
place to give an accurate forecast of monthly
business as well as long term business
forecast. Ensure that the current processes have
been adopted by both sales and sales management.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
12
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Full Report With a Sales Optimisation Review you
will be given a full report of all findings and
recommendations of action to rectify or improve.
You will be also be given guide lines as to how
you can expect these recommendations will effect
the PL.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
13
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
11 Sales Staff Analysis An analysis of sales and
sales management staff to identify individuals
who need development or managing out of the
business.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
14
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Outsource Contract Negotiation After identifying
an area of the sales process that could be
outsourced to either reduce costs or increase
productivity, produce a defined requirement
document, research potential suppliers and
negotiate terms for the contract.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
15
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Creation of New KPI Amend existing or produce a
new set of KPI to meet current business
requirements.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
16
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Creation of New Pay Plan Develop a new plan that
meets all the current requirements for gross
profit, revenue, customer retention, product
services mix and gaining new business.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
17
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Customer Feedback Campaigns Run customer feedback
campaigns, summarise results and give improvement
recommendations.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
18
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI

• Interim Management
• Supply Interim Sales Team Leadership to cover
• Extended Vacations
• Maternity leave
• Dismissals
• Vacancies where the right candidate
  cannot be found immediately.

Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
19
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Product Selection Research suppliers to find new
products or services that may enhance the present
solutions offered. Advice on product promotions.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
20
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Recruitment Assistance Define the skill set
required for a specific role, produce job
descriptions, candidate profiles. Assist with
interviewing sales and sales management
candidates. Run assessment days i.e. to recruit
for trainee sales or internal sales force.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
21
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI

• Strategic Marketing Campaign
• Set up and implement strategic marketing
  campaigns with a total solution consisting of
• The defined solution or solutions
• Sales presentation material
• Sales training
• Supportive marketing
• Defined target customer within defined
  market sector

Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com
22
Sales OptimisationReview (approx 3 days)
Additional Consultancy Services Offered
Sales Structure Review
11 Sales Staff Analysis
Recruitment Assistance
Interim Management
Coaching/ Appraisals
Sales Cost Analysis/Cash Flow Management
Outsource Contract Negotiation
Product Selection
Strategic Marketing Campaigns
Sales Approach / KPI
Creation of New KPI
Coaching/Appraisals Sales and Sales Management
coaching either remotely over the telephone or
11 face to face coaching. Set up and implement
company appraisal system including 360 degree
appraisals.
Targets/Pay Plan
Creation of New Pay Plan
Customer Service Indicators
Customer Feedback Campaigns
Forecasting
Full Report
dcjacheson_at_btinternet.com