jon-at-skai
6th June 2005, 10:34
Let me briefly outline the situation. It's a corker.
SKAI is a small-ish (20 people) Executive Coaching/Management & Leadership development specialist. Typically we work with multi-nationals or FTSE/household names.
Recently, we uncovered an opportunity for the owners/MD/Chief Execs of SMEs in London to get some free personal consultancy and development. Yes, free.
Now, my problems are:
Telling people it's free devalues the service (typically we charge £300 per hour) but at the same time it's an astonishing offer.
There's probably close to 100,000 companies in London that meet the SME criteria for the offer (less than 250 staff and less than £22M t/o pa).
How do I reach them ? How do I get through to the MD ? And then what's my pitch ? I have a fairly good idea what I can say, but I wondered if there's anyone that can offer advice from a personal perspective of what the MD of an SME would want to hear that would encourage them to book out 2-3 hours for a 1-1 consultancy.
SKAI is a small-ish (20 people) Executive Coaching/Management & Leadership development specialist. Typically we work with multi-nationals or FTSE/household names.
Recently, we uncovered an opportunity for the owners/MD/Chief Execs of SMEs in London to get some free personal consultancy and development. Yes, free.
Now, my problems are:
Telling people it's free devalues the service (typically we charge £300 per hour) but at the same time it's an astonishing offer.
There's probably close to 100,000 companies in London that meet the SME criteria for the offer (less than 250 staff and less than £22M t/o pa).
How do I reach them ? How do I get through to the MD ? And then what's my pitch ? I have a fairly good idea what I can say, but I wondered if there's anyone that can offer advice from a personal perspective of what the MD of an SME would want to hear that would encourage them to book out 2-3 hours for a 1-1 consultancy.