Diagnostic Process Workshop
In order to better understand the needs of our clients,
the first phase of an engagement includes a diagnostic
workshop. As part of the workshop The Chapman Group
looks at current practices our clients have implemented
and begin to identify “effectiveness” gaps in those
practices / processes. The Chapman Group conducts two
primary types of diagnostic workshops; Sales Process
Diagnostic Workshop and Account Management Diagnostic
Workshop. Each is similar in format; however the content
is different.
Sales Process Diagnostic Workshop
During the Sales Process Diagnostic workshop, TCG
closely examines the current sales process from lead
identification to close through satisfying customers.
During this workshop TCG seeks to:
• Identify current Best Practices (processes,
metrics, etc.)
• Map the Sales Process (new account acquisition)
• Identify gaps in the process
• Quantify & assign metrics to the key elements of
the sales processes
• Tailor key metrics in terms of your businesses:
- Practices
- Processes
- Language/Terminology
- Data fields & elements
- Reporting requirements
This process is completed through a series of workshop
exercises, group interview questions, and reviewing
current systems and reporting requirements, each of
which is documented throughout the course of the
workshop. Then, according to the established timeline,
documentation of workshop activities and outcomes will
be provided to the client, in addition to The Chapman
Group recommended solutions.
SMARTS™ (Account Management) Diagnostic Workshop
Similar to the Sales Process Diagnostic Workshop, the
SMARTS™ Diagnostic Workshop takes a deeper dive into
current Account Management processes and practices
associated with those accounts that have a significant
impact on a client... Specifically, during the workshop
we look at the following in terms of Account Management:
• Map the Account Management Process (existing
account retention &
development)
• Identify current Best Practices (processes,
metrics, etc.)
• Understand your customers and your competition
• Quantify & Assign Metrics to the key elements of
the account management
processes
• Tailor key metrics in terms of your businesses:
- Practices
- Processes
- Language/Terminology
- Data fields & elements
- Reporting requirements
The diagnostic process is completed through a series of
workshop exercises, group interview questions, and
reviewing current systems, practices and reporting
requirements, each of which is documented throughout the
course of the workshop. Then, according to the
established timeline, documentation of workshop
activities and outcomes will be provided to the client,
in addition to The Chapman Group recommended solutions.
