Reference no: EM133145480

Performance Improvement Consulting and Hi-R-Me: Making Sales Calls case consists of the case study as well as three videos. Please read the case study first, before you watch the videos.

1. After you read the case study, answer the following questions (at the end of each section):
   1. Mike Finnerty's perspective:
      • What should be Mike Finnerty's goal(s) in an initial call with Pat Davies?
      • If you were Finnerty, how would you try to structure that conversation?
      • What questions would you ask?
      • How would you communicate PIC's capabilities? 
   2. Pat Davies' perspective:
      • If you were Pat Davies, how would you prioritize the various issues facing Hi-R-Me? Why?
      • On what basis would you decide whether to hire another firm to help address these issues, and if so, which firm to hire? 
2. Then, review the video of the Initial Call between Mike Finnerty of PIC and Pat Davies of Hi-R-Me at the following URL:
   https://player.vimeo.com/external/284254095.hd.mp4?s=f6a65b266e2ef8588cf08b3c4018792d958183ba&profile_id=175 (Links to an external site.) 
   As you view the video, consider the following questions:
   • What is the purpose of an initial call with a prospect?
   • At 0:11, how effective or ineffective is Mike's initial question for Pat? Why? Did that question have a positive or negative impact on the balance of the call? Why?
   • At 0:43, Mike draw's a parallel between PIC's success with Venice's former company and the "challenges" Mike is facing. Is this a sound selling strategy? Why or why not?
   • At 0:49, Pat asks Mike a direct question. How effective or ineffective is Mike's response?
   • At 0:59, Mike shares an overview of the different services his company offers. Would you have done this at this stage of the buyer-seller interaction? Why or why not?
   • At 2:41, Mike tells Pat, "I think we can definitely help you." Is this a good selling strategy? 
3. View the video of the Discovery Call:
   https://player.vimeo.com/external/284140855.hd.mp4?s=f8bcee16cb4dc869d39ce29f415b09733eb116c6&profile_id=175 (Links to an external site.)
   Consider the following:
   
   • What is the purpose of a discovery call with a prospect?
   • How good or bad a job does Mike do in opening and framing this meeting? Why?
   • At 0:40, Mike begins the discussion in earnest by suggesting that Haley explain her role on past assignments. Is this a sound selling strategy? Why or why not?
   • At 2:12, Mike asks Pat to talk about the issues he has been experiencing. Should this have come earlier or later? Explain your answer.
   • At 3:45, Pat asks how the items listed on the slide will help his organization. How effective or ineffective are Haley's and Mike's responses? Explain your answer. 
4. View the video of the Face-to-Face Meeting:
   https://player.vimeo.com/external/284141289.hd.mp4?s=d20fd0d4cb9094e679bbc783170ca53333a4acdb&profile_id=175 (Links to an external site.)
   Consider the following:
   • What is the purpose of this face-to-face meeting?
   • At 0:39, Haley begins the meeting in earnest by saying that she and Mike have slides they will be sharing with Pat and Venice. Is this a good way to open the meeting?
   • At 2:15, Haley begins a discussion that outlines "ten things we do really well" and the "five-step process [for] how we work with every client." What is your evaluation of her comments?
   • At 6:51, Venice points out something interesting about the slide presentation. What might Mike and Haley have done differently?
   • At 8:53 and following, Pat mentions that he is likely to cut ties with the incumbent supplier, and is talking to other possible vendors besides PIC. How effective would you say PIC's interviewing strategy has been on these issues? Explain your answer.
   • At 10:02, Mike attempts to secure a commitment to do business together. Is he ready to do this? Why or why not?
   • At 13:19, Pat says he is "looking forward to getting your response." How do you interpret his response in terms of how committed or interested he is in working with PIC?
   • Was this a successful meeting for PIC? For Hi-R-Me? Explain your answer.