Doug HoweBirkman and the bottom line
- How do you sell your Birkman services?
- Why do your clients hire you?
- What holds them back from hiring in you?
- What is your re-hire/sustainability percentage?
Things you can say when selling the “Birkman” (really selling your services)
- Have you ever purchased a software package and not opted for the help desk/support package?
- How do you ensure that your employees are working at an effective rate to ensure/guarantee your ROI?
- What is a pain point?
- If you could wave a wand and fix 1 people problem, what would it be?
- Impact quality of life (for owner or person in charge & employees)
- What is your budget, in terms of what you invest to make your human capital investment (salary) pay off?
How to connect proposed offering to business
- Strong, more self-aware people
- Better functioning team?
- Reward/perk that drives results
- Key executive/employee attraction, retention, equipping
- Hiring for attitudes and behaviors rather than skills and experiences
Pricing
- Consider their overall spend for employee development
- If it’s a 1 time event, ask what their follow-up plan is?
- Try and do a monthly contract for follow-up meetings, 1-on-1, etc.
- Birkman public pricing for an assessment is $495 – consider making that your price (“I charge the same thing as Birkman”)
- Faith-based/non-profit orgs – don’t negotiate prices
Overall
Not a bad session at all. Lots of things to think about, whether you are an experienced consultant or just getting started (like me).
Matthew Evins 