Know Your Value

HOW CAN YOU GROW YOUR BUSINESS THROUGH TENDERING AND SET YOUR FEES BASED ON VALUE?

You may have been in business a while and love what you do but sometimes you do not feel clear. You would like to grow the business but feel that you are constantly going round in circles and that you have lost the start-up vitality you once had. You are frustrated by the complex tendering processes and would like to win new contracts but you don’t have a clue where to start. Your previous experience with Tendering was disappointing. And you feel that there isn’t a clear strategy for winning more contracts through tendering that feels comfortable.

Added to that, quite often you feel that you are not charging enough. The whole issue around what fees to charge and building value based relationship with clients is sometimes lost in the pursuit of getting the business and remain competitive. You pride yourself on the quality of your work but value really being able to know the impact your advice or implementation has been for the clients. You have this seeping feeling of discontent, always feeling like you are doing more than you are being paid for. Quite simply you do on feel you are charging what you are worth?

At times having the opportunity to speak to someone outside the firm would be a god send. It would be good to meet with others who have travelled your road, who understand your journey and can share experiences. Not just an opportunity to meet quickly in a networking setting but something a little more meaningful, substantive where you can bring your issues and other listen and put forward some helpful and practical suggestions.

Why it’s hard to focus on growing your business?

It feels like there is so much to do and very little time. It’s lonely and isolating managing and building a small business, and sometimes you don’t have all of the answers. You’ve been doing this a while and have a great track record but the constraints of limited time, servicing existing clients, following up on new opportunities and contacts leave very little time to focus on growth. There is no sense of purpose. When you have a problem there is no one to really talk to. You are stuck in a rut; there is no accountability, no clarity.

What you really want instead?

An ideal scenario is that you would love:

  1. To have a clear strategy for winning new contracts and be able to learn the steps needed to help you get there.
  2. To have access to someone who understands the Tendering procedures and can explain it all. Who can demystify the process as well as keep you accountable
  3. To really understand the value that you add to your client’s bottom line – the difference you make – and have the confidence to charge what you are worth.
  4. To be able to share your experiences with your peers who can really understand what you are going through and give you some suggestions that could make a difference.
The Solution – Grow Your Business and Know Your Value program

This is a 6 month programme offered exclusively to MD’s and small business owners. It is an experiential program which will give you the clarity and strategies you need to implement to increase your confidence and also learn a sustained way to grow your business. It includes workshops, coaching and networking events to help you focus, connect and share experiences with others. It is designed specifically for:

  1. Business owners and Independent professionals who have a track record serving clients but feel stuck and really unclear about their future.
  2. Business owners who are committed to their own personal development and of their team and want to be free from the sense of isolation that comes with running their own business.
Is This You? The structure of the Know Your Value program ?

You know that there is so much more you and your business can achieve. You want to maximise the value you provide for your clients and feel great about the fees that you charge. You want the confidence that comes from having a clear strategy to market your business and achieve the success you feel that your business can achieve. This program takes you through the following process of:

Developing a Tendering Strategy

We go through the step by step process of how you can successfully tender for contracts. We look at what you need to have in place, the type of contracts you should apply for, pitfalls to avoid and strategies to improve your chances of success. The purpose is to increase your confidence and make you less frustrated with the tendering process.

Being part of a Coaching Club –the Mastermind Group

Running a business can be lonely at times, where you can feel very isolated. An integral part of this program is the Coaching Club, whose sole purpose is to accelerate your growth through creating a safe and confidential space for like-minded business owners to share experiences, knowledge and set accountability goals. Everyone will be clear about objectives and expectations and what they are accountable for. Mastermind groups give focus, clarity and are an accelerated way of growing your business.

Knowing How to Set Your Fees Based on Value and Charging What you are Worth

The correct setting of fees and how to add value is a perennial problem for many small business owners. In this program, we cover a step by step process of how to set your fees based on value. An important element of the program is looking at your mind-set around fees, your relationship with money and the strategies for developing deep meaningful relationships with your clients so that they respect the value of your contribution to their results.

What Makes This Program Unique

There are many consultancies who offer tender preparation services. However, our approach is slightly different as we aim to provide an integrated package which focuses on accelerating your results and combines the following:

  • Tendering to win more contracts. We don’t just focus on the application process but look at your overall marketing strategy of how Tendering is an element of you business model
  • Being part of a select group of business owners where you can confidentially share your experiences and problems with your peers and set accountability goals. This experience alone can make a huge difference in your business and accelerate your results
  • Learning a step –by step process of how to set your fees based on value, the strategies for identifying the economic buyer, developing deep value based relationships with your clients and understanding the difference you make to the clients end result

The main benefits of the programme

At the end of the program, you will have learned the following:

  1. How to complete tender applications much more confidently with a greater expectation of winning. You will also be clear about the buyers needs s and opportunities you should pursue and pitfalls to avoid.
  2. Be part of a network of like-minded business owners where you can share experiences and problems and set individual and accountability goals with your group
  3. Learned a step-by-step process on knowing your value and how to set your fees
  4. You will have clear action plans, logs and reports to keep you abreast of your progress
  5. Receive impartial advice, coaching and consulting
Further Benefits
  1. You will receive six one-on-one private coaching sessions to talk about any issues at a deeper level
  2. Attend workshops on Leadership, Value Based Fee setting, and getting the best from your team; these will be pragmatic with strategies you could apply immediately when you return to your office
  3. The opportunity to attend our specialist business development sessions facilitated by experts in Marketing, Business Development and financial planning
  4. An increased feeling of confidence, belief and excitement about the new relationships formed, clarity gained and the future potential of your business
What is in the program

The program is broken down into three phases , lasting six months:

Phase 1. Looking Back to Move Forward.

Firstly, we review where you are what you have in place for successful tendering and business development. What has been your successes and what you intend to apply for. The clients you work with and your existing marketing/tendering strategy. We create a clear vision and milestones for measuring success.

Phase 2. A Vision for the future?

The second stage is about creating a profile of the type of contracts you should be applying for. Assessing how your existing sales process and developing a clear marketing strategy. At this stage, you will be part of a trusted group where you can share your problems and experiences, pursuing opportunities for new contracts and increasing confidence about your value.

Phase 3. Momentum and staying on Track

This stage is looking at what is working and what needs to change. How are the new strategies working for you? Assessing your successes/failures with tender applications and submitting proposals. What else could be in the way? The group now formed, we focus on continued value add, integrity, solidarity and accelerating your results. This stage is about momentum, staying focused, developing new habits and confidence and seeing the fruits of your commitment.

There are also these bonuses

Access to a private members online forum. A member’s only forum where you can connect with your mastermind colleagues, share your progress and experiences, brainstorm problems and build relationships.

Twice a year, you will join me and other members from my preferred partner team, for an evening of networking, dinner and drinks. We will relax, talk and share experiences.

What would make this work for you?

The success of this programme hinges on your commitment. It will not work without it. Our role is to support and encourage. 100% commitment is needed on both sides for this to work. The best results come when you are open to change and challenge, keen on learning and development. You are Professional, fair minded and prepared to make a contribution.

Is the Grow Your Business and Know Your Value programme right for you?

This programme is designed specifically for small to medium sized businesses ranging from the sole Practitioner to the Business owner with up to 50 employees. Typically my clients are businesses with between 3- 50 people, and with revenues of between £80k – £5m. They feel that a lack of clarity and focus is affecting their growth and ability to win new contracts.

Here is how to find out more

If you’ve read this far, and you think you might be interested in the programme, I invite you to a complimentary Value Strategy review session where you will define your goals, clarify the dream you have for your business and identify the specific challenges that are getting in your way. Finally, we will discuss how this program may help you in achieving your goals. You will leave the conversation clear about your issues, what you need to do and excited about your future.

The conversation will take about 1 hr and can be done in person or on the phone. Please fill out the contact form and I will be in touch within the next 24hrs.

Morton Patterson