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Would you buy from you?
Of course you would. And this is where having blinders on can prove costly to your company.
You consider yourself a customer focused organization, confident that people should be lining up for your product or service. Perhaps the results are not what you want, or need, them to be. Today’s customers have access to an abundance of information on potential suppliers. Buyers can learn as much, or more, about you, than you can learn about them.
How can you improve your business development activities in this ever-changing buyer world? You must be able to present new ways to solve a customer challenge. This can be pricing, delivery terms, vendor managed inventory, product improvements, and a host of other factors. Providing such insights must be done to the correct buyer in an organization. And part of the differentiation is that you articulate what matters most to those buyers in a unique way.
Tim will describe the strategies that can help you answer “yes!” to this question:
· Who is your real customer?
· How do you obtain the market intelligence about them?
· Match what customers want with what you do?
· It’s not just about what you do – is there a fit?
· Define your customer-centric value proposition.
· Gain commitments to proceed.
This approach is designed to allow for situational selling. You must apply the strategies in the right order at the right time for your unique selling situation.
Presenter: Tim Kist
Tim Kist, B Comm (Honours), CMC: A marketing, sales and business development leader with broad-based experience in customer operations within the wholesale distribution, telecommunications, media, insurance and gaming sectors. His background as general manager and management consultant helped develop strong visionary leadership, strategic planning, project management, and analytical skills. Recognized as a highly effective, collaborative and inspiring leader who engages employees and colleagues to execute the strategy and exceed business targets. After gaining 8 years experience with PwC and Deloitte (rising to Senior Consultant), Tim spent the next 22 years in a variety of senior leadership roles learning to “walk the talk” and “fight the daily fires of business”. He is the Managing Director of TK3 Consulting, established in 2012.
During his 22 year career in business, where he held senior roles in Sales, Marketing and Customer Operations (Videon, MTS, CanWest Specialty, Manitoba Blue Cross and APTN), along with 11 years in management consulting he has experienced many different situations. He brings this experience and knowledge to every client engagement. He has led teams from 3 people to over 100 and brings a coaching and learning style to his daily activities.
Tim has also played and coached in two sports at the national level. This high level combination formed a personal foundation that he uses to fuel his best efforts and with those around him.
Tim’s perspective has been enhanced by roles within companies and on consulting engagements that allowed him to work outside of Manitoba. This additional perspective allows Tim to use a more rounded approach when conducting consulting projects.
Company Description: Tim Kist, CMC, is the Managing Director of TK3 Consulting. While he is the prime on all projects, he has relationships with subject matter experts that can be involved as needed. These experts are CPA, P. Eng, and other CMC, in addition to technical or creative firms.
Our aim is to help improve your business performance through a customer focus and accountability. Success is measured by helping you get better tomorrow than you are today.
Typical engagements are in the following areas:
- Marketing audits, and marketing strategy development;
- Sales audits, and sales plan development;
- Strategic planning facilitation; and,
- Leadership development