Increasing Gross Profit During Contract Negotiations

price per deligate:
R 1’750.00 (EX VAT)

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7 march 2019
08:30 - 16:00

Detailed Focus on Increasing Profit Through Temps/Outsourced Staff

Negotiating contract rates with clients is one of the most complex elements of sales in the staffing environment. On the one side, the sales manager wants to negotiate the highest profit margin possible and on the other side you have the client that will always push for lower invoicing rates. In the middle you have legislative costs such as leave provision, UIF, Skills Development Levy and workmen’s compensation. Additionally, every contract differs with the operational costs required including possible safety equipment, payroll and bank costs and contract management costs. One small mistake in the costing could bind the business into a loss-making contract for years to come. This intensive one-day program will equip the Recruiter to understand the clients actual staffing needs, translate that into a rates schedule and closing the deal – all at a high profit margin.

In this Workshop, You Will:

1. Plan: Prepare for the need’s analysis meeting
2. Sell through Business Insight: Share insights and ideas to help solve current and emerging challenges.
3. Build two-way business conversations: Anticipate your customers’ needs and show you can add value. Become adept at the art of listening.
4. Make it personal: Tailor the solution to your client’s industry, business, job requirements and personal needs and preferences.
5. Control the sales process: Focus on outcomes and financial impact. Buying has become a problem-solving cycle, be a part of their business, part of the cycle

You will be provided with valuable tools and resources:
Template: The Ultimate costing template
Template: Client Needs Analysis
Job Aid: Active Listening tool kit
Job Aid: Perfect Presentation Template

Workshop Overview

Click a Workshop Tile to expend it’s details.

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Understanding the Client’s Need +

• Understanding the client’s operations, including the industry in which they operate, their operational model and labour environment
• Asking the right questions to identify the need behind the need
• Identify staffing challenges
• Gain client confidence through possible suggestions

Prepare the Solution +

• Based on the identified needs, create the solution with a work-flow work flow, to identify each element needed in the costing
• How to conduct the research needed (including getting quotes) on the actual costs of the elements
• How to get Operational Teams (e.g. Recruitment, Admin and Management) involved in crafting the solution.

Preparing the Costing +

• Prepare a costing schedule based on the researched costings
• Calculation of statutory costs
• How to protect your Gross Profit in the costing schedule
• Work through a couple of examples using a prepared template

Presenting the Solution +

• How to present the solution in such a way that costing does not become the primary focus point, by:
– Showing the client that you understand their business better than any other supplier
– Presenting a unique solution that makes it difficult for competitors to match
• Highlighting features and benefits of the solution
• Highlighting long-term costs savings as well as cost of inaction (cost of staying with current solution)

  • Pre-work: Delegates receives invite and preparatory work to prepare for the Live intervention

  • 1 Day training intervention One full day packed with content, exercises, case studies and interaction, ensuring new sales habits are formed.

  • Post-course assignments: Delegate specific Next Actions & Assignments are distributed help to ensure implementation.

  • Nesting Session: A one-on-one video conference with each delegate to coach the individual with the aim of improving certain aspects and driving the ROI.

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