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Staying ahead of the competition as it grows more and more each day due to the discontent with corporate America and the continual downsizing through out sourcing is a constant challenge. How does a business that provides professional services from executive coaching to strategic planning differentiate itself, increase sales and outsell the competition?

Recently, I discovered a possible answer to that question Qualifications Based Selection or QBE. This is a 3-step process to help organizations locate the right firm for the professional services needs at hand while improving quality and cost effectiveness.

Qualifications Based Selection is the result of the realization that professional services contracts may represent only a small percentage of a firms annual expenditures, but may impact the firm for many years to come. This process helps to work with both the client and the provider of the professional services.

The first step in this process is to establish an evaluation criteria from which to select a short list of 3 to 5 firms. At this initial step, references are verified and interviews with prospective professional services firms are scheduled. From a 7-step sales process perspective, this is the first step: Gaining Favorable Attention.

In step two, the client and the prospective firms talk about the needs of the client and from this conversation the scope of work is determined. A benefit of this step for the professional services firm is to further develop the relationship that began during the first step and allows for the opportunity to verbally present a preliminary proposal. Before this step transitions into step 3, everyone must be in agreement.

The last step is to review the fee proposal, secure agreement to the scope of services and to retain the best firm. From the 7 step sales process approach this is steps 4 through 5:

• Proposal
• Getting Commitment

As an executive coach who works with organizations by defining the desired results first, demonstrating the capacity to perform the services, working with the client to meet his or her needs, not yours, and securing a firm commitment from the prospect, the Qualifications Based Selection or QBE is a natural fit for any professional services firm. QBE is a proactive solution that will clearly separate you from your competitors.

Leanne Hoagland-Smith

Good Day. Thanks for visiting. I hope that you have enjoyed my articles. In 1999, I founded ADVANCED SYSTEMS because I saw that performance could and should be doubled in warp time. Individuals, small and large businesses could not afford expensive solutions that may or may not deliver improved results in 12 months.

From my corporate, small business and education experiences, I recognized the individuals must have opportunities for connecting their passion to their purpose to secure the desired performance results, but many lacked the necessary skills, strategies and tools.

With over 20 years in sales management and 10 years in education, I understand how to unite productivity with profitability by developing a proactive working culture. My previous experiences resulted in cost savings through one of the first implementations of a computer software in a wholesaler distributor to the creation of a vendor performance assessment.

Since facilitating over 500 sessions, developing and editing over 25 training programs and writing numerous articles focusing on performance improvement, I bring a results focused approach to my clients. Also, I am proud to be one of the first five nationally certified facilitators of America?s Rising Stars (a Student Leadership developmental curriculum).

My passion is to help others connect their passion to their purpose to double performance. As The small business coach in Chicago, my clients have easily doubled their performance. Since our greatest resource is our young people, I am now working with large urban schools to generate the same results.

Education Background

• Graduated with honors from Purdue University with a B.A. in Education
• Earned M.S. from Purdue University in Instructional Design and Curriculum
• Published in the national trade journal, The Supply House Times, and numerous national newsletters
• Developed seminars and training on diversity, communication, leadership, sales, effective trade show behavior, networking, knowledge management, goal setting and improved educational outcomes
• Co-authored M.A.G.I.C.A.L. Potential: 7 Capicities for Living an Amazing Life Beyond Purpose to Achievement, to be available in 2006
• Working a another book focusing on performance in public education
• Speaker in a national bureau - Resource Associates Corporation