FAQs

Q?

How is the Value Forward Group different from other consultants?

A.

The Value Forward Group is the only management consulting and training firm who integrates sales, marketing, strategy, finance and operations into one outbound revenue capture platform.

Through our services, we help you build a revenue capture program where all departments work together in tandem holistically to help grow corporate revenues.  Since 2001, we have worked with global 1000 technology players, family run business and start-ups to help them increase their business success.

Q?

What kind of results will I see from your programs?

A.

The results you will gain will differ based on the recommendations we give you. However, all of our clients who implement our suggestions see an increase in revenue capture success, improved marketing return on investment, enhanced operational department efficiencies, corporate strategy clarity, enhanced organization design and improved leadership metrics to manage their business by.

Q?

Where do you get your IT best practices data from?

A.

The Value Forward Group uses four primary drivers to determine what best practices are. To validate recommendations, we use a combination of experiential and qualitative research to determine what is correct.

When a best practice theorem is sought, all hypotheses are measured against the following four separate and independent assessment tools.

  1. Third-party independent research from firms like Gartner, Forrester Research, Accenture, Boston Consulting, etc.
  2. The Value Forward Group has coached over 600 IT companies creating a best practices database of identified success drivers.
  3. Our newsletter HighTechSuccess gets between 50-100 inbound emails a week commenting on the relevant strategies we suggest in our publication. Since we are business-to-business facilitators, many of the subscribers who respond use their corporate email (identifying where they work) giving us their best practices on the subject. HighTechSuccess was started in 2001 so we have been collecting this inbound best practices research from IT companies for years and have created a research repository of data that we use.
  4. The Value Forward Group is linked to the largest, proprietary, real time financial database in North America of profit and loss statements managed by over 10,000 CPA firms. It currently holds over 450,000 P and L’s of private companies.

Q?

Will you be specific in your recommendations, coaching and training?

A.

In many ways, our firm is like a medical physician practice that works with you based on your personal goals. We give very specific, granular suggestions, advice and directions as needed to help you reach your professional business objectives. We will always give them to you politely but you are paying us to give specific support not platitudes. Like you, we know that there are many advisors who give lots of fluff, but we are a “no-fluff zone” advisement firm. We will tell you what we think or what best practices research suggests. We are not emotionally or financially attached to your business, so you can be assured that all of our input will be independent and have clarity. We will not waste your valuable time and will always focus on your objectives and goals as our guidebook during our interaction. Working with you and your team in tandem, we will help you succeed.

Q?

Why should you invest in these programs?

A.

At the Value Forward Group, we give your IT company a complete health check of its current operational, organizational and functional business processes and then provide independent written best practice suggestions and executive management team coaching.

As business advisors, we are not emotionally attached or financially attached to your firm, so we can provide you with a roadmap of action steps needed to help you increase your firm’s business success using your company’s current core competencies and known industry best practices without personal attachment to the recommendations.

Through our engagement, your participation is a key business driver for you to generate a strong return on your investment.

You should only invest in this program if you and your management team are growth directed and open to third-party guidance on how to link your departments together to create one outbound integrated revenue capture program. This program is designed for executive management teams seeking to change or improve their current business success. It is an investment in your business, designed to improve organizational design to help your firm reach its corporate objectives.

Together working in collaboration as partners, we can increase your company’s sustainable competitive advantage.

Q?

Are there any additional costs associated with your program?

A.

The only additional charges are travel expenses when I meet with you and your team. We aggressively try to always get the lowest travel fares and stay at a hotel near your office. Our program is designed to give you maximum support for the lowest cost by using email, in-person, and phone conferencing as advisement tools.

Q?

How is “Value Forward Selling” different from all the other sales training courses you have taken or studied?

A.

Simply put, today most sales training courses, books, seminars and methods are designed in four ways:

  1. They are created as generic sales training programs to be used for everyone.
  2. Many sales program tactics and strategies are so convoluted in their approach that they don’t work in the real world and end up extending and complicating sales cycles and your ability to get the prospect to give you a purchase order. They sound logical and strategic in their approach when you first hear them, but at the end of the day... they just don’t work well in the real world.
  3. Most sales training focuses on selling everyone in the organizational chart, not specifically selling to management. Or worse, when they point you to management as a prospect, they use incorrect methods that push you away from the management executives you are trying to sell.
  4. Once you have taken their course, if you have questions or need to personalize the program to your selling market needs, you end up having no contact with the training coaches to help you through your questions.

Our course uses a systematic, step-by-step sales process, telling you what to do, what to say and how to move your sales cycle forward so you can sell management. This is not a generic sales training course, but a proven tactical methodology on how to find, present and close deals with decision makers.

If you are currently selling anyone below the title of director, you are already perceived by your prospect to be a commodity. Our program focuses on how to sell to management. We don’t ignore lower-level contacts, but instead focus on getting to and selling the executive staff while “managing” lower level contacts.

Meeting, presenting and selling management prospects is the key to increasing your sales and your sales income.