Save the date for NEWIN business excellence clinic

selingJanuary 2017 NEWIN launched a Virtual Incubator to support the growth and success of water innovators. Todate this program has over 20 members that leverage access to NEWIN’s water specific industry-mentorship, business-coaching services. To provide additional value to members of the NEWIN Virtual Incubator, we have developed a Business Excellence Series focused on water sector specific professional development and support. Sunday September 17th we will be running a clinic on Selling Water Solutions – save the date!

SAVE THE DATE – SUNDAY SEPT 17th 2017

REGISTER FOR THE CLINIC HERE

 

 

One Day Clinic – Selling Water Technology and Services

Your company has an innovative water solution that is finally ready for the market ….

Field testing has been successful, product certifications are complete, internal project staffing is in place, company funding is adequate – well maybe for this year and next ….

Now, the only thing needed are to find and close sales – lots of sales – and quickly ….

However, there are decisions to be made – and pitfalls to avoid, to get from here to there ….

For example – what if ….

  • Bid states “Or Equal” – Should we bid? – We just know our product is better…

  • Bid states “Perform to Highest Level of Care” – Of course we will…

  • Bid states “defend, indemnify and hold client harmless” – What can go wrong…

  • Customer is not creditworthy – But we really need this project…

  • Customer specifies INCOTERMS DDP – We can manage this, right …

  • Engineer is located in Rep A Territory and End User is located in Rep B Territory – Can we keep our reps happy with a split commission payout …

  • Customer preselects the OEM and our product – But, this OEM does not know our product and competes with our preferred OEMs … 

  • Customer is not ready for equipment delivery – Cash flow killing us …

  • Equipment delivered, customer not paying – Cash flow killing us …  

  • Failed Acceptance  Test – Weird feed water, Customer says fix or else … 

There will often be no single or perfect answer to these questions. And, of course – there will be many other questions.

With this in mind, the purpose of this clinic is to recognize these and other critical commercial issues and identify possible options to address them in a manner that will lead to commercial success.

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