Profitability and efficiency are at the core of the programmes. Unless by choice, no company wants to lose money on a contract. Winning at all costs is not the objective. Sales Qualification is one of the modules that is delivered as part of many of the programmes available. Qualification of business determines what the criteria are that lead to a successful and desirable deal. If a company chooses to win business at a loss because the winning is a strategically sound decision then so be it.
The key to this strategy is knowing what the consequences are. All of the strategic planning and business qualification modules are built around a long term strategic goal of success and profitability - share holder value.
One of the characteristics of a Fellow is the ability to think ahead and see the big picture. It is the point at which the strategy meets revenue generation that creates profitability. Experience and foresight are key components necessary to arrive at the goal of added value.
