1. Prevue: Gaining & Retaining Clients The World’s Premiere Human Capital Assessment

2. Prevue: What is it, really? 5 th Generation Assessment Abilities Motivations Personality Predictive Job-Specific Information Meets Strict Guidelines Provided By EEOC SIOP US Dept of Labor

3. Why Companies Buy It Hiring & Selection Reduce Turnover Improve Quality of Hires Benchmark Vital Positions Management & Employee Development Leadership Development Communication/Conflict Team Building Succession Planning

4. OK, But Why Do They BUY It? Return On Investment A quick calculation that can change a clients perspective…

5. Real Math: Your 1,000 Employee Client US Department of Labor Average: 23% Turnover Current Employees: 1,000 Turnover Total: 200 (20%) Average Salary: $35,000 Turnover Costs: $3.5M 2% Improvement: $70,000 Turnover Costs Include: Lost productivity, training investment, mistakes/lost customers, recruiter/hiring staff time, unemployment, advertising & screening new candidates, supervisor/department rework & intelligence collection, project impact, overtime during vacancy, much more Sources: Bliss “The cost of turnover may be more than you think” 2000 Ettore: “Employee Retention: Keeping the Cream” 1997 Fitz-Enz: “It’s costly to lose good employees” 1997 Sorenson: “Measuring HR for Success”. 1995 Dozens of other reports and documents confirm this data

6. Real Math: Your 5,000 Employee Client US Department of Labor Average: 23% Turnover Current Employees: 5,000 Turnover Total: 1,000 (20%) Average Salary: $50,000 Turnover Costs: $75M 2% Improvement: $1.5M Turnover Costs Include: Lost productivity, training investment, mistakes/lost customers, recruiter/hiring staff time, unemployment, advertising & screening new candidates, supervisor/department rework & intelligence collection, project impact, overtime during vacancy, much more Sources: Bliss “The cost of turnover may be more than you think” 2000 Ettore: “Employee Retention: Keeping the Cream” 1997 Fitz-Enz: “It’s costly to lose good employees” 1997 Sorenson: “Measuring HR for Success”. 1995 Dozens of other reports and documents confirm this data

7. Today’s Buying Market Yesterday’s Selling Process is Gone… Methodical One-Size Approach Extended Sales Cycles Complexity as a Benefit Effective Selling Now Requires… On-Demand Products Immediate Results Explanation of Risks Service Assistance

8. Prevue’s Advantages On Demand Product In-an-instant assessments, Prevue Wizard Turn “Selection” to “Development” in a click Immediate Results System delivers upon completion Clear & concise reports Risk Reduction Sound Benchmark Development Process Legally Valid, Well Researched It’s All Still In There – Just Easier!

9. Gaining New Prevue Clients How To Find Prospective Clients How To Qualify Them How To Position Prevue How to Close Sales How To Service New Clients

10. How to Find New Prospects BECOME the Authority… Networking Events Web Advertising Strategic Alliances Associations Host a Prevue Event Network everywhere, often, and well Be visible, avoid “we, me, I” talk Find mutually beneficial situations with consultants and others Get involved locally, join, serve, and discuss Take your new status and showcase a solution

11. How to Qualify New Prospects Get to the heart of the matter… Determine Employee Level Determine Need & Budget Overcome Roadblocks Propose Solution Who are you talking to? Can they make decisions? Interview for their source of pain, and resources for solving it Provide a value statement and address objections Simply tell them whether or not you can help

12. How to Position Prevue Listen to your customer… Trouble Positions Poor Hiring Processes “Warm Body” Syndrome No Plan for Incumbents Internal Ascent Issues “We’ve already replaced this position 3 times this year…” “I haven’t even had time to write the job description…” “At this point, I just need someone in here…” “The most common complaint we get from employees who leave is a lack of development training…” “We’ll be offering retirement packages but that leaves key positions open…”

13. How to Close New Prevue Customers Know when your customer is ready… Focus on what is most emotionally powerful Avoid detailed discussions of features Confirm fulfillment in “pain” areas & address fears Justify the value from their perspective Ask For The Business Reiterate the core savings; time, stress & money Don’t fill the air with features, stick to benefits Absolutely the #1 reason sales efforts fail Put on your customers shoes and tell them how they gain value

14. Servicing New Clients Delivering the almighty ROI… Don’t “Dump and Run” Create a Marketing Plan for Current Customers Even if your client asks you to! Make yourself part of the solution Your best customer is your current customer! Never stop providing value.

15. Retaining Prevue Clients Growing your current relationships through Prevue Looking for Expansion Knowing Their Business Becoming Part of the Solution

16. Expanding Prevue’s Reach Your foot is already in the door… Ask about other problem positions Discuss Development & Succession Planning Position yourself as a change agent Ask for Introductions Your contact may not have one, but a colleague might Offer Prevue as more pieces to the puzzle Show your willingness to assist in efforts beyond your current scope Most organizations using Prevue could easily expand, if they only knew

17. Know the Challenges Inform yourself on issues your client faces… Stay abreast of news on their industry Make sure they know you’re interested Understand how Prevue provides value in context Become a valuable resource Who are the big players? What is changing? What does it mean? Discuss industry specific, but off-scope, topics with your client Spend time formulating how Prevue can solve future pain Send industry news with tips on how to overcome challenges

18. Become the Solution Enter a new level of client service… Create Proposals Clear Your Calendar! Write a value-driven proposal based on your knowledge, citing success Every new piece of consulting work means less cold calling!