1.    Results We Have Produced For Clients:

a.   How Sold $5.5 Million in New Outsourced Services to Proctor & Gamble in 60 Days

b.   How Sold $1.2 Million in New Outsourced Services at 50% Margin to General Mills, Dole, Conagra and Reckitt Benckiser in One Year  

c.   How Sold $10 Million in IT Outsourcing to Celanese In 90 Days. 

d.   Sold $8 Million Program, Results in $21 Million Payback, 900 Headcount Reduction  http://tomingraminc.sharepointsite.net/Public/No18Sell8Million21MillionPayback.pdf

f.   $2 Million in Revenue at 35% Margins http://tomingraminc.sharepointsite.net/Public/Newsletter16.pdf

g.    Quotes from Clients on Results We’ve Produced:  http://tomingraminc.sharepointsite.net/Public/ITSWRBPOCoIncreaseSales.htm

2.    Problems We Help Outsourcing Companies Solve

a.  TREATED AS A COMMODITY When Should be VALUED AS A PARTNER:

           “Price competition is so intense that we can’t make a profit.”

          “We could provide so much more if only the prospect would listen to the value we bring.

b.   SALES PEOPLE CANNOT GET MEETINGS WITH SENIOR EXECUTIVE DECISION MAKERS. 

           “We are always delegated to lower level people who just want us to respond to an RFP with a low price.”

c.  SALES CYCLES ARE TOO LONG. 

            "Many prospects never take any action."

d.   SPENT MONEY ON SALES AND MARKETING WITH LITTLE RESULTS.

2.1  OUR COUNTER-INTUITIVE APPROACH TO SOLVING THESE PROBLEMS:  See Video Interviews with the Sales Experts

2.5  THE DOCUMENTUM PARALLEL:  Super-High Value Solutions We Want to Help Clients Provide

       a.     The Consumer Goods "Order to Cash 'Deductions'" Problem - BEFORE and AFTER Flow Charts, Case Study:   $2.5 Million Savings Sales Process Improvement

       b.     Click here for Client quotes on these results     

3.    Key Lessons from Our Research and Client Experience: See the Master Outsourcing Tools and Research Page

a.    Understanding the Consequences of Bad Industries

b.    Gross Profit and Sales, Marketing Spending Study of Services Companies

c.    How Low Will Prices Go?

d.    What the Advisory Board of Retired Executives Will Bring:  10 Steps to High Margin Niches

e.    Operational Excellence is NOT ENOUGH.  MUST HAVE a DURABLE COMPETITIVE ADVANTAGE

                                          i.    Acid Test:  How many bidders do you normally compete with?

4.    Tools and Help We Bring to Grow Sales

a.    Our Advisory Board:  Retired Senior Executives that Have Built Successful Outsourcing Companies in the U.S.  http://tomingraminc.sharepointsite.net/Public/OutsourcingSalesAssociates.htm

b.    Outsourcing Sales Associates Available for Assignments  http://tomingraminc.sharepointsite.net/Public/OutsourcingSalesAssociates.htm

c.    Our Network of Consumer Goods Sales Associates and Executives  (Active and retired sales executives who have worked or sold for U.S. consumer goods companies)

                                          i.     Health, Beauty and Cosmetics Associates

                                         ii.     General Consumer Products Associates

                                        iii.     Consumer Electronics Sales Specialists (under development)

Consumer

d.    Help Identifying and Qualifying Consumer Products Manufacturers (password required)

                                                      i.     Consumer Products Manufacturers Over $1 Billion Annual Sales (password 19)

                                                     ii.     Consumer Products Manufacturers between $100 Million to $1 Billion Annual Sales   (password 19)

                                                    iii.     Consumer Products Manufacturers Over $ 10 million Annual Sales (password 19)

                                                    iv.     Consumer Products Manufacturers by Region

                                                     v.     Consumer Products Manufacturers Contacts and Sales by Associates

                                                    vi.     Master List of Consumer Electronics Firms Contacts and Sales by Associates

e.    Understanding the Outsourcing Services that Consumer Products Manufacturers will Purchase

                                          i.    Market Opportunity Chart for Outsourcing

           ii.    Fiserv Case Outsourcing Opportunities Chart 

                                        iii.    Outsourcing Sales to Consumer Goods Manufacturers: 5 Year Study, Dollars Sold, Opportunity, Competitors (password 59)

f.     How to Communicate the Value of Your Work

                                          i.    How most companies do it:  Web Site Analysis Competitor Success Stories

                                         ii.    Excellence Examples:

                  1.    Cream and Yogurt Outsourcing Case

                  2.    23 Points of Excellence

       g.    Our full list of sales tools and sales coaching methods.  4.0 Sales Talent and Tools