About

Think About This

A Harvard Business Review study found that only 8% of leaders are good at both strategy and execution.

Steve Jobs, Apple’s visionary leader, embodied this troubling challenge when he said, “To me, ideas are worth nothing unless executed. Execution is worth millions.”

David Pugh, Lore’s business development innovator, concedes this void in his statement, “A huge gap exists between recognizing that something needs to be done and somebody actually doing it, not to mention doing it consistently well.”

This Is Where We Come In

Pivot Professional Services is focused on creating value for your organization. We have developed a sales process that is deliberate, structured, and contextual. The process is efficient and effective, thereby making consistency and repetition automatic. Drawing upon more than 70 years of collective experience, we have eliminated all the unnecessary, time-wasting, production-crushing stuff. This sales process delivers results. We have worked to keep it simple and make it easy.

Now Ask Yourself These Questions

  • Do you have a sales process?
  • Do you have sales goals?
  • Do you have sales metrics?  Do you measure and manage to the metrics?
  • What tools and templates are part of your sales process?
  • Who is the keeper of your sales process?
  • Are you an operations-led company? Are you a sales-led company?
  • Do you embrace the seller-doer model?
  • Do you sell a product?  Or do you sell a service?
  • Have you established filters and gates?
  • Are your sales predictable?
  • Can you make reliable revenue projections?
  • Are you achieving the growth and profitability you want?

We’ve compiled this short list of questions. Connect with us and we’ll review the long list together, as well as some effective, proven solutions.

Our Approach

The Pivot Process

We believe there are six points necessary to build a successful business. The first five of these are Markets, Clients, Projects, Performance, and Profits. These points are ordered sequentially, providing a logical and structured process, from start-to-finish. These five points are connected by the sixth, universal point, Best Practices. Individually, each point covers key aspects of an enterprise. Collectively, these points work together to seamlessly position for success. We call these our Pivot Points.

Pivot Points

Markets

Research and identify your most lucrative markets:

  • Sales Philosophy & Process
  • Market Analysis
  • Indicator Forecasting
  • Lead Sourcing
  • Strategic Initiatives
  • Business Planning
  • Account Planning
  • Metrics and Management
  • Market Positioning

Clients

Select and position your desired clients:

  • Relationship Management
  • Account Management
  • Value Creation
  • Filtering and Selection
  • Go No-Go’s
  • Opportunity Management
  • Differentiation and Separation
  • Collateral Development
  • Pursuit Planning
  • Client Positioning

Projects

Pursue and win your preferred projects:

  • Capture Planning
  • Deliverable Management
  • Brainstorming and Storyboarding
  • Proofing and Professionalism
  • Team Development
  • Pursuit Preparedness
  • Presentation Coaching
  • Project Positioning
  • Debriefing and Improvement

Performance

Excel and differentiate in your overall performance:

  • Operational Excellence
  • Benchmarking and SWOTing
  • Leveraging Strengths
  • Autonomy and Accountability
  • Rhythm and Rigor
  • Lessons Learned
  • Standardization
  • Personnel Assessments
  • Career Tracking
  • Continuous Improvement  
  • Behavioral Differentiation

Profits

Maximize and preserve your intended profits:

  • Key Performance Indicators
  • Opportunity Analysis
  • Market Share
  • Brand Valuation
  • Integrated Systems
  • Visioning and Goals
  • Business Impacts

Best Practices

Recognize what you do exceedingly well and embrace your best practices:

  • Communication
  • Leadership
  • Innovation
  • Learning
  • Teambuilding
  • Collaboration
  • Branding
  • Implementation
  • Culture

Best Practices. New Directions.

We look forward to helping you position, win, and perform at the highest level.