In this Master-class you'll gain a detailed overview of the evolving SoW market, which will arm you with the secret sauce that is crucial to succeed in this market.
You will learn how to Sell, Design Solutions and Deliver SoW's, along with advice on where you will need to invest in skills, behaviours and culture to be a real player. By the end of the session you will have learnt what is required to succeed. And have the necessary knowledge to review your business and determine its viability for delivering SoW profitably and safely all supported by a set of proven tools and processes to accelerate your SoW services.
Learn how to develop or spot opportunities; the buying signals and language cues from customers to turn the conversation towards outcome-based SoW projects.
Understand the different methods and tools experts use to assess, scope, mitigate risk and price SoWs, along with the pros and cons of each model including when to use each one.
Learn how to manage the successful delivery of an SoW; the expertise and requirements needed beyond providing a resource; how to ensure success and expand your client footprint.
Gain the understanding and knowledge of how to assess your business' current footprint and culture for viability; where to focus; the requirements to succeed and how to deliver the service with minimal disruption to you and your clients.
About the Trainer: Stuart Juggins
A visionary, industry-leading business expert in all elements of professional services and consulting solutions with a track record of driving exponential, strategic growth and lasting turnarounds. Expert in simplifying the complex. Specialising in designing and selling solutions and services which incorporate statements of work (SoW).
Following a 15+ year career as an IT expert, I have spent the past 8+ years advising and transforming staffing/recruitment organisations to evolve their client offering upwards beyond pure resource delivery into SoW and outcome-based, work package solutions. I have created, executed and led the UK&I strategy for Global leaders Adecco Group and Manpower (Experis) along with boutique players in this space.
Personally, trained and educated over 200+ sales consultants in how exactly to spot and sell SoW opportunities. Further advising Legal, Finance, Commercial, Marketing and Compliance teams on the change of process requirements and necessary upskilling across teams. Finally, as exec stakeholder for these strategies, I have been the champion for cultural and organisational development to capitalise on this evolving market, ensuring all business leaders work collaboratively.