I am looking to establish a consulting firm in New England, but I
don't want to focus on the Sales portion of the firm.  Instead, I
would like to outsource this to a company who does this as a core
competency.  Recomendations?

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Request for Question Clarification by revbrenda1st-ga on 03 Jan 2003 11:22 PST

Thanks, cmaury, for thinking of me. However, I don't believe it would
be in your best interests for me to research this question for you.
You would be better served by a researcher who some experience in the
field of business as concerns sales outsourcing. In light of his
comment, it appears that tar_heel_v-ga might be just the person to
give you a knowledgeable answer. I'll ask him to send a clarification
to you, to see if/how you'd like to proceed.

I wish you well in your new endeavor,
rebvrenda1st

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Request for Question Clarification by tar_heel_v-ga on 03 Jan 2003 11:53 PST

cmaury..

revbrenda1st-ga has graciously passed your question along and I
thought I would try and get some clarification from you regarding what
you are looking for:

1) Do you want to outsource the entire process, soup to nuts and have
someone actually sell for you or are you looking for something more
along the lines of lead generation or appointment setting?

2) Roughly, what does your firm consult on?  High tech, manufacturing,
etc?  This will help in finding qualified firms. Also, what is your
target market?

3) Again, roughly, what is the cost of your services and how much
margin are you willing to utilize for this portion of the business?

4) Do you have a budget in mind?  Also, are you looking at a flat rate
or what is known as pay for performance (PPF)?  PPF involves a per
transaction fee, so it could be per appointment, sale, etc.  I will
warn you that PPF programs, especially for a regional or specialized
firm are hard to place.

This should get me started in the right direction.  I look forward to
working with you.

Regards,

-THV

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Clarification of Question by cmaury-ga on 06 Jan 2003 08:37 PST

LOL!

I was actually just trying to reward revbrenda1st for his/her help on
another question.

As far as this question goes, I am interested in lead
generation/appointment setting.  The firm works with Life Science
consulting.  As I gather more info, I will contact you (via this
forum) for further assistance.

Thanks!

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Request for Question Clarification by tar_heel_v-ga on 06 Jan 2003 08:40 PST

cmaury..

Would you like revbrenda1st to answer this question with something
(anything) to claim her reward and then post another question for your
outsourcing needs?

-THV

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Clarification of Question by cmaury-ga on 06 Jan 2003 08:51 PST

tar_heel_v, I think that would be best.  Thank you for your efforts
and information so far.

I'll be in touch

Thank you, cmaury. I do feel badly that I couldn't answer this
question for you, but it looks like you'll be well served by
tar_heel_v.     :)

Regards,
revbrenda1st

Excellent researcher providing high quality results.

I'll look for you again in the future.

cmaury,

I realize you asked revbrenda for her answer and I am sure she will
provide a very well researched and thourough answer, but I would like
to add some suggestions regarding outsourcing of sales.  You may want
to consider exactly what you are outsourcing.  By that, are you
looking for a full close sale, from lead generation to information to
close or more along the lines of prospecting.  There are several good
agencies out there that will be able to do this, but determing how
much of your profit you are willing to give up will be key in
determining how many will be willing to take your business on.  You
may want to consider simply having the outsourced firm set initial
appointments for you and you go in do the sale as nobody will be able
to present your firm and services like you!

Just some things to think about while revbrenda researches your
question.

Good Luck!

Regards,

-THV