Step 2 Guidance for Associates

Working with Primeast Step 2 Developing New Business with Primeast

Contents

Welcome to Step 2

4

Commercial Considerations of Design

14

Presentations

16

Types of Events

7

Collaboration

18

Other Sales and Marketing Activities

8

Representing Primeast

9

Developing Business

11

12

Proposals

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Welcome to Step 2

Orientation completed  Step 1 completed  you’ve trained, coached, or facilitated on our behalf  and now you’ve chosen to take part in a joint journey of promoting and developing new business alongside our team. What else do you need to know, having heard our story, learned where we are today, seen our vision of the future and experienced working with us? You’ve discussed a long-term commitment to working with Primeast with a client partner and because you have now developed a level of familiarity with our business and with several of our clients we are both comfortable encouraging a wider working relationship.

What might this mean you are doing differently now? You may have opted to assist in getting new business from new or existing clients. At this stage we see you working closely with someone in the New Business Teams. It’s at this stage you may be interested in accompanying one of the team and assisting in promoting Primeast. This is a way to secure some work for yourself through us, or perhaps help secure work for others with ‘sleeping’ rewards for your efforts. This is entirely feasible and has worked well for other members of the associate team.

We consider you one of our team, though still as a contracted consultant and not employed by us.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Welcome to Step 2

Before being involved in any of these activities, you’ll feel more comfortable if you have some more background information.

Opportunities come up from time to time to assist one of our team in the following:  a speaking engagement  a conference workshop  a taster session (eg ‘PrimeTime’)  a professional forum (can be delivered face-to-face or virtually)  a discovery meeting with a potential new client  a discovery meeting with an existing client with whom you or a Primeast colleague has been working  providing technical insights or designs for discussion documents or proposals  presenting a short piece of content either recorded, live virtually or in person.

There may also be opportunities to work with the business development team on generating interest in other ways.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Types of Events

Webinars

Speaking Engagements

As we showcase our capabilities as facilitators, coaches and learning and development partners to our clients and prospects, there might be the opportunity to deliver these in partnership. Where associates choose to work with us on these business development activities, it is with the expectation that they will form part of the delivery team once any resulting contract is secured.

A number of Primeast colleagues are accomplished public speakers and speaking at corporate and professional conferences is a service we can provide. Often there’s a need for someone to help with the networking opportunities and follow up at these events to make the most of the opportunity.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Other Sales and Marketing Activities

Digital Marketing

Insights

Our marketing activities include content marketing and building our database of prospects and clients. Many of our clients and website visitors are subscribers to our ‘Leaders and Learners’ community which allows us to share useful content via email and social media. We may request to feature you in this or information about a piece of work you’ve delivered on our behalf.

Insights is an area on our website which offers just that – insightful articles for clients or potential clients in developing their people and their performance. Take a look on our website and if you’d like to contribute as a guest author please contact our marketing team via marketing@primeast.com.

Social Media

Please engage with us on social media where we are very active. You can follow us on Twitter and retweet, ‘like’ and follow us on Facebook, contribute to LinkedIn discussions and contribute videos to be shared on the Primeast You Tube channel.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Representing Primeast

Business Development Opportunities

Contacts and Leads

All contact information will be passed back to our relationship development team or client partner. Contact details will be stored in our marketing database. We take details of both people we have met (contacts) and details of their interest in us (sales opportunities). If you do want to follow through on developing business, you’ll be invited to report in on a weekly basis on the activities undertaken and results. We currently hold an international sales catch-up each Friday afternoon at 2pm (GMT/BST) and you can access this remotely. You’ll be given access details

As you would expect, your involvement in any of these activities are as representatives of Primeast and all leads, contacts and relationships become the property of Primeast. We’d expect you to hand out a business card and email address which belongs to either a Primeast business development person or client partner – so just ask for some of those cards. If you sub-contracted a Primeast representative to work on your behalf we would expect them to represent themselves as your business. It’s a reciprocal arrangement and how we live our values of Partnership and Integrity.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Developing Business

Target Business

Sales Collateral

In order to support our business development team we have produced a collection of materials to be used at sales meetings. These include:  The Primeast 30 second introduction or ‘elevator pitch’  “Introducing Primeast” PowerPoint with notes  1 page services descriptions for our key services  Videos and Videoscribes

We actively seek out work which is core to our vision, values and strategic plan and target those businesses and organisations which are a good fit and a good prospect. Networking has been our preferred route to new business. We found little or no return on investment in exhibiting at trade fairs, HR summits and commercial buyer portals so these are not avenues we currently pursue.

Speak to any client partner in the UK or to Beth in the US to understand more about how we can work together on business development.

We will be happy to share these with you as you become more involved in business development.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Proposals

If you are producing a proposal on behalf of Primeast please use the template provided. You must ensure that the document is checked by the New Business Team before it is sent to the client. This process can take some time, so it is essential that you advise them in advance when it is coming and ensure you leave enough time ahead of the deadline date for them to complete the job. Version Control: Whenever we collaborate as a team we run the risk of working on parallel versions. Wherever possible use the

After we have held discovery meetings or developed relationships we can be asked to do one of two things: 1. Provide a written proposal outlining a technical solution and price, sometimes followed by a Statement of Work (SOW). 2. Take part in a competitive bidding process with

a formal Request For Proposal (RFP). We critically analyse larger RFPs to check we are well placed for a chance of success, before committing the time and effort required to produce a high quality response.

latest document held centrally in MS Teams. We name our documents following this protocol: V0.1 - V0.xxx Drafts in progress in house V1.0 - Final document sent to client

All our responses are managed by our client and relationship managers. If you are likely to become involved in producing a proposal or RFP response the team will help you become familiar with what’s needed from you.

V2.0 - V2.xxx or V3.0 When major changes have been made to content or pricing and re-sent to client.

Considerations

Realistically the ‘design’ of a solution often takes shape at proposal stage and your involvement in writing the technical content may need to take account of global reach, both geography and language to ensure the business can deliver it: This may mean checking with the Head of People that there are people with the right accreditations before you propose an accredited methodology. Please also check that if you propose using a diagnostic tool that it is available in the local language for the audience.

Your client partner (for an existing client) will know whether or not there are any technical or legislative barriers to accessing your proposed tools, and this is highly likely in the regulated industries.

Commercial Considerations of Design

When working on design at proposal stage there are commercial considerations to be taken into account. Please discuss with a client partner the commercial terms of every element you have proposed. This may be more than facilitating or coaching fees. For example:  recovering costs of winning the work (sales trips), commissions  the cost of diagnostics to buy also has the time cost of processing and report production  certified programmes, such as ILM, attract a high level of administration and cost of time for assessment and verification  participant materials – whether hard copy or electronic (hosting, licensed access, intellectual property licenses – they all attract cost)

 communities of practice (hosting costs plus time spent moderating and contributing)  e-learning to support a blended approach  project start up (train the trainer), project management, review time with client on close down  our terms and conditions must accompany any financial proposition or commitment to dates.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

I

Presentations

Some proposals are accepted virtually, some require a presentation virtually or in person. You’d be expected to attend this to talk through your contribution.

Follow up

You’ll need to agree with the new business team what your involvement is in following up on leads and opportunities. The more you are involved and the more time you have spent will be recognised in any compensation package agreed, whether that is future workstreams for yourself or if out of your location/language capability additional compensation when delivered by someone else. Please ensure you have agreed expectations to avoid any misunderstandings later.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Hel

Expanding within Current Client Work Coll boration

 using ISO accreditation to break down compliance barriers  having a client services team or project management support  earning while you sleep

If when working within an existing client project you see an opportunity, the client partner is your first point of contact. What if you want to consider Primeast as a partner to expand an opportunity you have found? Why would you do this? What’s in it for you? If you see the opportunity would benefit from…  sharing the creative thinking process or additional expertise  delivering through the associate infrastructure with global reach  needing infinite volume capacity

… then consider making that introduction.

We can assist you in going for projects which fit the profile of companies or type of work we want to attract. If it isn’t a good fit for us both, we can find an alternative approach together.

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

The best collaborations create something bigger than the sum of what each person can create on their own

www.primeast.com T: +44 (0) 1423 531083 (EMEA) | +1 609 642 8821 (USA)

Primeast Ltd (EMEA/Global HQ) 5 Greengate Cardale Park Harrogate HG3 1GY UK T: + 44 (0)1423 531083

Primeast LLC (USA HQ) 1600 Perrineville Road Suite 2-325, Monroe Township NJ 08831-4924 USA T: +1 281 9133328

primeast.com