Before an organization can deliver a point of sale occurs, even if the price is zero if a choice of service exists a sales transaction is completed. Ensuring your organization navigates to the point of sale is vital. Sales lead to work, work leads to action and in turn development.

Defining Offer

  • Ensure you understand what is required, really understand the detail
  • If the requirements are provided and understood state exceptions and otherwise state you will meet the requirements
  • Clearly state the offer in terms of time, quality and scope of what will be delivered
  • In the event that items are required to deliver the scope that is beyond your control or from the client – state this clearly with the dates when these items or information are needed
  • Don’t tell stories – define your offer


  • Costing should attempt to address everything that will go into production of the goods or services
  • It must try to account for changes over time, risks in supply, personnel and any assumptions or gaps in the scope of work
  • Costing will need to be completed quickly and should be informed by past experience
  • Costing should have only a minor influence on price

Negotiating & Closing

  • Know your starting point, are your single source, in a competitive sale
  • Understand the contractual limits – what points can you compromise with and which are too important to modify
  • Be prepared to offer something to get things moving
  • Never, ever, ever give a discount without a reduction in scope or favorable change in contract
  • Close a sale with a written exchange of the understanding reached

CRM (Client / Customer Relationship Management)

  • Objective of CRM is to make available the history of your relationships with clients to people within your company
  • This information should be used to inform your interactions with the client
  • To be useful data must be current and complete (or as near as is practical)
  • The data should include key things like names, dates of visits, contract details and a limited dialogue from key communications (enough to be useful, not so much that it is overwhelming)