Corporate Resource Development Solutions

The world around us is changing. Increased information, communication and knowledge facilitated
by incredible advances in technology are great enablers on a global basis. Competitive pressures
are being exerted on all fronts. More than ever before, every organization must differentiate its
products and services to stay ahead. Leveraging core competencies in synergy with the agendas
of targeted customers builds enterprise value for all parties.

Here are some of the common marketing and sales challenges organizations face with potential
solutions to counter those challenges.

Your Challenges - Our Solutions
Challenge:	How do you differentiate yourself when you are just one of many companies responding to a RFP?
Solution:	To differentiate yourself in your market, you must transition from a short-term customer needs perspective to a long-term customer planning perspective as you position your products or services in the marketplace. What CRD does for its clients is conduct extensive qualitative market research to uncover the long-term agendas and perspectives of their customers, prospects and competitors to enable them to align their core competencies with the agendas of their market.
Challenge:	Do you find that you have no defense for the aggressive pricing strategies and enhanced distribution supply chain operations of your competent competitors?
Solution:	To bypass customer RFP’s and price negotiations, you must challenge the RFP. To effectively challenge an RFP, you need to transition from Transactional "needs- driven" selling to Consultative "agenda-driven" selling so instead of talking about your product or service, you are selling outcomes. What CRD does for its clients is design customized consultative sales processes that enables them to launch an agenda- based selling effort focusing on outcomes and selling higher within their customer’s organization.
Challenge:	*Do you allow your competition to achieve greater penetration and market share from your top tier customers?*
Solution:	To ensure that you are getting the highest revenue possible from your customers, you need to make greater commitments to your first-tier customers, the 20% who give you 80% of your business. CRD works with their clients to help them align their core competencies with the agendas of their top tier customers’, enabling them to receive greater revenue from these customers. CRD’s HITS^SM (High Impact Target Selling) Program provides customized coaching on key target accounts to reinforce the consultative selling techniques and deliver immediate sales impact to its clients.
Challenge:	Given the number of opportunities available to your top tier customers in the market place, have you thought about how to make your customers increasing more dependent on you so that you are their partner of choice and create defensive barriers to competitive encroachment?
Solution:	In order to establish that type of partnership with your customers, you need to bring greater expertise to your first tier customers. That expertise can be created, rented, borrowed or implied. What CRD does for its clients enables them to sell their expertise and deliver it to their customers and prospects.
Challenge:	*Do you understand how your core competencies can assist your clients in increasing their market share and margin?*
Solution:	By effectively leveraging your core competencies for client benefit, you enable your customers to focus more of their resources on their core competencies to enhance competitive advantage. CRD teaches its clients differentiated positioning and consultative selling techniques that enable them to become a variable cost resource that drives value-added solutions.

Some of CRD’s products and services include:

The E to M Model^SM: CRD utilizes this framework to describe for its clients how their enterprise currently performs
and how it could perform if it capitalized on a different understanding of the value gained from supporting the client’s
customers’ agendas.

HITS^SM: A "High Impact Targeted Selling" program that provides customized coaching on key target accounts and
delivers immediate sales impact to our clients.

IMPACT^SM Training: A consultative selling curriculum that empowers business professionals to market themselves
and sell their products and services in a outcomes driven manner enabling them to differentiate their offering,
create more control and receive value added pricing.

INT/EXT^SM: A consulting based technology that utilizes research interpretation, strategy and execution to establish
the optimum balance between internal employees and external out-sourced resources for our clients.

KnowledgeSuite^SM: A dynamic platform of presentations, meetings, publishings and events designed to capture,
expand, disseminate and leverage intellectual capital over a multiple of disciplines.