When your company makes the decision to partner with CODE
your will receive an invaluable program, proven to generate results.
Because CODE is a unique process, the tools and
training involved are extensive.
Licensed use of five
CODE manuals, customized specifically for your firm.
Chapter One: Lead Generation- Providing
explicit instructions for how to effectively prospect, using specific
prospecting transcripts, profile worksheets and benchmarks for time
use, documentation and reporting. A custom segmentation of target
markets and resources appropriate to your firm directs all prospecting
activities associated with the Marketing Action Plan (MAP℠) for lead generation.
Chapter Two: Lead Qualification- Reviewing
critical questions necessary to determine the legitimacy and qualification
of the lead. It follows a process to achieve appointments, focusing
on agendas appropriate to managing the expectations and experience
level associated with the lead. In this session there is a specific
process of mutual disclosure, intent, and an education component
appropriate to prime the lead for a commitment to the Sales Process.
Chapter Three: Sales Process
& Proposal Development- Utilizing specific tools designed to
assist in the actual execution of the sales presentation. This chapter
features tools to assist with proprietary disclosure of information
associated with your construction solution, and assists with the
internal strategy development and communications necessary for focused
Chapter Four: Post-Sales Presentation
Follow Through- Okay, what really happened? Did your team match
it’s own performance expectations? Did they truly understand
the key factors that would direct the prospects decision? From the
point of first contact, did they earn the right to manage the investment?
Did they see where the competition was coming from? If these questions
are too familiar then the post sales process is critical to cut
the learning curve and change performance.
On-site training, with
interactive role-playing in a group-learning environment.
Training will be conducted by a skilled representative of CODE.
During a day and a half training, provided in a private learning environment, your
team is taken through a very dynamic and interactive session designed
to help them commit to a new way of looking at opportunities and
prospecting. Each day session includes role-playing, group discussion,
and facilitated testing in a supportive environment that encourages
disclosure and team building.
Retention testing for each training module.
In an environment that supports adult learning, it is important
to test retention of key concepts. At the conclusion of each learning
module, there is a comprehensive “test” to review terms
and processes key to execution. Patterned after some of the top
adult learning programs in the country, this process when presented
in a friendly environment of peer review provides positive and constructive
feedback appropriate to true learning and skill development.
Development of a customized Marketing Action Plan, (MAP℠) unique to your firm.
Every company has assets and experiences that are unique to their
situation. In recognizing this, CODE provides the
blueprint of a specific marketing and sales plan appropriate to
your firms’ expertise, existing strategic partners and core
customer base. The plan covers segmentation of existing customer
data, and alignment of marketing activities appropriate to identifying
“low hanging” fruit for sales efforts.
Also, the plan outlines short-term (3 month activity priorities)
and long-term business objectives (through 12 months), so that there
are no questions as to both short-term and long-term key marketing
and sales initiatives.
Advertising, promotions and branding.
You can harness the power of new and highly cost effective media
How does a construction company advertise to prospects? Where’s
the best return on your money? How do you drive “relationship
building” communications into your physical work sites?
We have developed an extraordinary answer and it’s in the
CODE. Available to you is a suite of the most advanced
and tested communication tools available today to the industry.
After national testing in multiple markets, we are confident you’ll
Six months of ongoing
consulting support and personalized coaching.
All the planning in the world makes no difference if implementation
doesn’t happen in a timely manner that achieves organizational
“buy in”. CODE realizes that to achieve
real, sustainable change each team member not only needs to feel
support, but also has to have access to a resource that can provide
it. That’s why the weekly consulting and coaching component
is an important aspect to consider. Research has shown that the
companies that perform best with CODE readily accept
and embrace the coaching as a lifeline to guide their efforts. Each
week a CODE coach monitors the progress of the group, while also
being available for personal CEO or executive team advisement.
Execution of CODE is best achieved in an environment
of strong communication, leadership and accountability. We realize
that it’s a rare firm that naturally has this environment
throughout the organization. That’s why we commit to help
you and your team achieve true change. Change that is acknowledged,
supported, and ultimately applauded by those that will benefit most
- the employees who look toward a stable and predictable work experience.
Those who want to succeed and know that the long term success of
the company is dependent upon their day to day choices.
•Each week CODE will monitor
prospecting and lead generation activities.
•We identify communications
necessary to help "close deals."
•We encourage an environment
of continual learning and team accountability.
On average CODE training costs $20,000-$30,000
-depending on the metro market.
Depending on the size of the
sales team, weekly consulting support is provided for a monthly
fee of $1,500 - $2,000. Once trained we require a minimum, six-month
consulting contract. Terms for holding a CODE training
date include a non-refundable deposit of $7,500 that is applied
to the costs of manual customization. Once the deposit is received,
a short e-survey is delivered to the point-of-contact so that information
required for CODE customization is collected.
us for more information.