What Makes Us Special?

Kinetic Planning was formed in 1999 to offer business coaching and business techniques to Small & Medium Enterprises (SME), but has found a niche in sales coaching and business development training for professional service firms, particularly accounting practices. As a consequence, the Elite Development Programme was developed to cater to this market but can be easily adapted to suit a variety of other industries.

What makes the Elite Development Programme different?

Kinetic Planning offers five key points of difference in their approach to sales & business development, described in the acronym VESTR:

VISIBILITY

We provide a disciplined pathway for both the client and the person selling. This process:

• Removes tension points
• Breaks the process into manageable stages
• Enhances long term relationships.

The process provides accountability at both the sales level and at a practice level.

EMOTIONAL POSTITIONING

• To be successful, sales coaching must help the individual “position in the eyes of the client” for best effect but must also be consistent with that individual’s professional self image.
• Our process removes “the fear of failure” and the “all or nothing” approach that sales often become.

STRATEGIC APPROACH

• We take a “top-down” approach to sales and gain a thorough understanding of the client base – the who, what, when and where – before training commences.
• The skill sets of the individual and those required by the practice are established and aligned to suit individual and business objectives.

TIME

• We don’t provide a “quick fix” panacea to sales development. The relationship is long term, generally 6-12mths.
• It takes time to develop behavioral change and to develop the correct “sales mentality” but “time is money” so we focus on techniques to reduce wasted sales time and use accelerated learning techniques to “speed up” the coaching process.

RESOURCE

• We provide an easy to use, sequential resource kit which can “dove tail” into any existing knowledge management system.
• Our significant experience in Risk Management and Strategy has lead us to develop a range of strategic templates that provide an easy format for facilitation and dramatically improves the quality of information and advice delivered to end clients.

Whilst many industries share common issues, each programme is individually tailored for the organisation with which we're working. We review the issues facing the business concerned, both internally and externally, even if we've dealt in the same industry before. We then work with the individuals on a more holistic and empathetic level: "We've walked in their shoes".

We interview the course participants. Frankly, not all employees provide a return on investment, either for reasons of lack of motivation or buy-in, or lack of capability. Our programmes are limited to a maximum of 10 attendees per group and it is worth "weeding out" those that aren't going to give the required return on their employer’s investment.

We use accelerated learning techniques to speed up the rate of transfer from knowledge to skill, and our course is directly measurable in terms of change in behaviour and outcomes (sales). Our techniques are modern and proven: they work to strengthen the self image of the participants and build more lasting relationships with the clients they develop.

We coach the individual to better prepare their resources, be more strategic in his/her approach and develop centres of influence and intelligence to achieve total market success.

We don't take on clients that are in direct competition with each other, nor will we work with a competitor within 12 months of completing a programme in your business — subject to certain conditions.