Swot Analysis:quest

SWOT Analysis:

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• Key Differentiators (Org Level)

• We can offer the industry’s only complete solution
• Local-Global delivery model
• Quality at a Competitive price
• Ability to support with Offshore Design Centres

• Value Proposition?  Quote at least 3 Customer/ End-user benefits of the Service?

• Coordinated engineering
• Time savings
• Cost savings
• Quality
• Innovation

Emulate

Top 5 features of your Service:

• We can offer the industry’s only complete solution
• Signatory delegation

• Qualifying Questions (Open ended probing questions that Sales Rep needs to ask the Customer to lead  the discussion to the next level)

• How are you managing this particular Service line?

• Do you do it in-house?
• Do you outsource it?

• How many FTE do you currently have?
• Who should we be speaking to in your organization if we can replicate the same thing with you?  
• When do think I should get back with you after my meeting with so that I can brief you?

• Overcoming Objections (Anticipating some common resistances that the Sales Reps will face from Customers & providing some convincing responses )

• I don’t think I am ready to outsource this service right now

• There was a thought in the market that all of PDE/ Manufacturing Engineering/ PECoE/After Market Services/ Technical Data etc. services have to be done in-house, but we have disproved it. We have got a team of 250 people supporting customer A and another 150 people supporting customer B and guess what 2/3rds of them are already offshored.

• I can’t afford this Service right now.

• The QuEST Solution is much less expensive than doing it in-house. It also helps you reduce expenses across board from development to coding till validation and verification

• We think Engineering is a core activity for us, we have tried this before and we have utterly failed

• It’s our experience that many people don’t do a critical step before they start offloading the packages, they take an over the wall approach. Fundamental to this is the need to do a workout together to understand how do you do it and also to assess if we are ready with the process to support your offloading or not!

• I have to know that my investment will carry me into the future and grow with me

• There is no better confidence builder than the QuEST Solution. Our systems support and can even accelerate your future growth.

• List the Customer Challenges

• Rising Costs
• Tightening budgets
• Increasingly complex Services Management
• Costly and inefficient Testing and Development
• Risk in embracing new technology

• Position and Attack: Competitor A’s weakness Vs. QuEST’s Strengths

(Key positioning points when selling into Business and Technical/ Sales ‘attack’ messages that the competitor will likely use against your firm and ‘defend’ messages for sales teams to use to address the issues raised by the competitor)

• Competitor A is sacrificing margin and profit in order to offer low pricing.
• Competitor A is incapable of offering the same high level of support as QuEST.

Review with Raman:

• Service Intro
• Service Pitch
• Unique Features
• Campaign level Stuff: FAQ to Customers
• Competition: Who are the key people that I am competing with

• Strengths of mine Vs theirs

• Overcoming Objections

presenter must be able to answer any questions that arise as a result of piqued interest. Even if the pitch is delivered effectively, the presenter must be prepared to overcome any obstacles that might prevent the close of the sale.

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