Customer Engagement Analysis (CEA) is focused on improving win rates and strengthening relationships with each specific client opportunity. The workshop benefits all business development and capture team members. The CEA workshop results in a current Customer Engagement Strategy to ensure your win probability is improved by having identified what is known and not known about the client situation and buying factors.

Each workshop and all opportunity analysis documents are specific to your corporate language and client needs.

KEY OUTCOMES for all Client Engaging Talent

• Key buying influences and needed information have been identified to make early and best pursuit decisions to free resources or to move forward with best win strategy
• Business development and capture teams are focused with a current win strategy to differentiate your recommendation/solution discussions in customer conversations
• Capture activities and decisions have been assessed to ensure all activities are aligned to your optimum win plan and to the customer’s preferred buying cycle
• Customer changes have been assessed with intent to mitigate or leverage
• Competition is clearly assessed from the client’s perspective to target issues and discriminators
• All key opportunity talent have a common language with understood capture documents to efficiently discuss, manage and track the progress of their capture strategy

Customer Engagement Analysis (CEA) develops a strategic and client focused Call Plan. Our clients couple this opportunity analysis workshop with the Customer Value Conversations (CVC) workshop. CVC ensures that the client engagement strategy of CEA is effectively executed with each client conversation; critical knowledge is gained, actions are agreed to and customer relations are strengthened.

CEA workshop includes

• Facilitation that is opportunity and client focused
• Workshop materials designed for your corporate language and environment
• A repeatable process to strategize all opportunities for best client engagement

CEA workshop Electronic Worksheets:

• Customer Engagement Analysis
• Customer Engagement Strategy

Each participant leaves CEA with a current and client relevant Call Plan; a defined worksheet of four to six relevant and needed customer conversations.