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Speedup
and Simplify your Contracts
Reduce Friction - Reduce Legal Costs
Closing
the contract: the Last THIRD
Every
successful sale can be broken down into three parts. Or,
if you will, thirds.
In
the first third, you prospect. In the second, you sell.
And
in the last third you try to close the contract.
The
"last third" of the sales process is where many companies run into
problems. Because closing the contract just doesn't work out as
smoothly and as quickly as they'd like.
That's
where we can help. We're an organization called theLastTHIRD. And
we speed up and simplify the closing of contracts.
So
contracts get signed sooner. And legal fees are reduced.
In
fact, we don't just promise to reduce your costs. We guarantee it.
In writing.*
If
you negotiate five or more complex contracts a year, you should
be talking with us.
Our
initial consultation is free. And if you decide to work with us
you'll find that's almost free as well. Because what you save in
legal costs alone will more than pay for our services.
The
Audit
Relax.
It isn't the IRS kind.
But
if you invite us to work with you, we'll ask a lot of questions
at the start.
Questions
like, "What do you sell?" "At what price points?" "To whom?" And
that's just for openers.
It's
all part of theLastThird top-down audit of your sales contracting
process. The questions we ask help us create a map of your company's
business strategy. Because we put it all on a single page, we call
it the "One Page Strategy Sheet"
We
use the One Page Strategy Sheet to identify the decision making
terrain to which we must conform your contracts. You will find that
the Strategy Sheet provides an invaluable bird's eye view of your
total operations.
Why
we do the audit
The
audit identifies key factors that keep contracts from getting signed.
Once those are identified, we go to work to fix them.
First,
we'll propose specific changes to your agreements, exhibits and
collateral documents. Then we'll re-engineer positioning of agreements
with your customers. And we'll revamp how they're generated, presented,
negotiated, closed and administered.
You
will not need to minimize or compromise your legal protection. In
fact, we can actually increase it while simplifying your contracts.
Don't forget to ask us how we can do that.
We'll even help you work with your lawyers to make change happen.
And assist you in overcoming arguments for the status quo.
Then,
we'll train your people as to how to use the new system. We'll keep
change to a minimum, make it easy and intuitive.
If
you'd like, we'll even train your lead sales people one-on-one using
real customers. That way no valuable selling time is spent on training.
By
this time, you'll be wondering how you ever got along without an
outfit called theLastTHIRD.
Another
thing we do to help you
The
guiding principle behind our services at theLastTHIRD is to make
it easy for your customers to say "Yes" to doing business with you.
This
principle's ultimate implementation is to truly partner with your
customer. That means building a joint business plan with them-while
reserving a special place in that plan for yourself.
An
approach such as this comes naturally to us. After all, we're part
of the Corporate Partnering Institute and headed by the guy who
wrote the book on partnering. Literally.
We've
found that partnering with your customer, is one of the most effective
way to shorten the negotiating process. Because you're removing
negotiations from the sales process-and replacing it with joint
planning.
We
can help you implement the process of partnering. Even function
as a facilitator at the meeting in which you build the plan. Just
say the word.
What
every CEO should know
The
cost.
We
make that easy by breaking our engagements into fixed fee projects.
So you get only as much as you need. And at a price you know in
advance.
And
because we're believers in fixed fee quotes at theLastTHIRD, we'll
help you negotiate fixed fees for legal services with your lawyers.
So
if you want to know our fees for getting a particular contract on
track, just ask.
When
is a sale a complex sale?
Here's
how you know:
-
A complex sale usually has a long sales cycle. Often multiple
decision makers and decision influencers are involved. These have
varying and sometimes opposing motivations.
-
Consultative sales requiring domain expertise on the part of the
sales force are complex sales.
-
So, frequently, are strategic sales with competitive implications
for the buyer.
-
Sales involving long-term commitments by the vendor, the customer
or both can be complex.
-
Sales that require customized configurations of services and/or
products that require time and effort to think through and define.
Such sales are complex.
-
Sales that are sufficiently important that either the vendor or
the customer will use lawyers or specialized contract negotiators.
So are those.
Anything
look familiar? If so, contact
theLastTHIRD today.
And
let us show you how we can help take the complexity out of the complex
sale.
What
we don't do
We
don't provide legal services. But we will work with your in-house
lawyers or current law firm.
And
if you're located in Illinois, our lead attorney Curt Sahakian can
assist you with legal services for complex sales independent of
theLastTHIRD.
.How
to get started
Call
us, email us or fill
out our questionnaire.
Or
if you'd like to know more about us, tell us how to contact you
and we'll send more information.
We'll even send you our famous Free Twelve Tips for Simplifying
Contacts. These free tips will give you an idea of how we think
and work. You'll
even be able to put them into practice right away.
Of
course, there's no obligation. So let just fill in the blanks below.
Or
if you'd prefer, email us at Info@theLastTHIRD.com
Or call us at 800.948.1700. Our fax number is 847.677.1004 Or
write to theLastTHIRD 4843 Howard Street, Skokie IL 60077
*
email us for the details
and conditions of our guarantee.
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