Question
Topic: Strategy
Consultant Sales Cycle Contribution
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My question is: "How can a consultant's contribution to sales activity be measured?" # of referals to other project areas? Identification of IT solutions (that can be 'pitched' to clients) beyond existing development projects? Arranging meetings with client personel, to expand existing account influence and gain additional customer share?
These are tricky areas to quantify, but they are essential to the company's engagement with the client. The point is to leverage existing account relationship capital and generate higher client billing revenues as realized from the identification of new projects. Any and all advice is welcome. Thanks in advance.