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Casual Articles - Over-Delivering Techniques
When I was a pharmaceutical drug sales representative, I remember that one of the doctors I called on had asked me how much money drug representatives make. When I told him the different salary ranges, he was very surprised, especially with what the high performers can make in this field.The fact is that overall incomes of pharmaceutical drug sales representatives can come from a few different sources including base salary, sales bonuses and other benefits. Base Salary The main component of income for a drug representative of course is the base salary. The starting salary for recent university o
However, every investment requires a systematic approach in order to be successful - and over-delivering is not different. You’ll need to establish goals in order to measure the outcomes of your efforts, and also to avoid having financial problems due
Are you adding value to your organization? Is your team 'valuable' to the organization? How are you measuring that value?In my work I've become aware ... and I must say frustrated that employees are unable, unwilling and unaware that they are responsible and have an obligation to know their value and communicate their value to the organization. Senior leaders (CEO, Bd of Directors, SVP of HR/Sales/Operations) all are seeking to strategize and evaluate performance, productivity and profitability of their products, services and people. Products and services are innate, they are what they are and can be evaluated based on sale
But what exactly is over-delivering? Over-delivering is providing a level of service over and above that expected or anticipated for the service provided. Over-delivery is providing a level of service beyond what you’ve promised your client in your marketing message.
An example of service over-delivery would be to provide your client with a surprise complimentary gift after the first session. The gift may be in the form of a tele-coaching session, a seminar, a book, or perhaps a voucher to the movies or a massage session.
Many astute coaches actually provide services of other business professionals in order to provide their over-delivery. For example, in the case of a free massage above, you may be able to do a deal with a health spa that is willing to provide a complimentary session to your clients in the anticipation that your client will continue to use their service in the future. This type of arrangement is a powerful will to all parties. You are able to provide your client with an added benefit, the health spa gets a potential long term client for low cost, and your client gets a free massage.
The intention of service over-delivery is to build goodwill with your clients. It’s intended that this goodwill will translate into business benefits for you. Those benefits may be longer client contracts, increased referral and stronger product endorsement.
Generally your perceived gain from over-delivering your service would be greater than your cost to provide the additional benefit to your client. (In the above example your cost is actually zero). Clearly it’s very important that you take into consideration the cost of over-delivery in your financial planning. When engaging in this process, you must be aware of the cost/benefit relationship that will arise from it, ensuring that for every cost involved, there is a mutual benefit.
However, every investment requires a systematic approach in order to be successful - and over-delivering is not different. You’ll need to establish goals in order to measure the outcomes of your efforts, and also to avoid having financial problems due t
With a huge Indian population and a growing economy, the advertising industry in India finds interesting opportunities to establish itself and make profits. Soon after independence there came a number of Indian advertising agency which were promoted by the public sector. However, with liberalization, a number of multinationals came into the country to set up offices and preferred agencies of the same origin.Thus, as the Indian economy opened, Indian ad agencies started selling out their equities to foreign agencies to earn great profits. And today, we have multinational agencies with their offices in India, holding the top
An example of service over-delivery would be to provide your client with a surprise complimentary gift after the first session. The gift may be in the form of a tele-coaching session, a seminar, a book, or perhaps a voucher to the movies or a massage session.
Many astute coaches actually provide services of other business professionals in order to provide their over-delivery. For example, in the case of a free massage above, you may be able to do a deal with a health spa that is willing to provide a complimentary session to your clients in the anticipation that your client will continue to use their service in the future. This type of arrangement is a powerful will to all parties. You are able to provide your client with an added benefit, the health spa gets a potential long term client for low cost, and your client gets a free massage.
The intention of service over-delivery is to build goodwill with your clients. It’s intended that this goodwill will translate into business benefits for you. Those benefits may be longer client contracts, increased referral and stronger product endorsement.
Generally your perceived gain from over-delivering your service would be greater than your cost to provide the additional benefit to your client. (In the above example your cost is actually zero). Clearly it’s very important that you take into consideration the cost of over-delivery in your financial planning. When engaging in this process, you must be aware of the cost/benefit relationship that will arise from it, ensuring that for every cost involved, there is a mutual benefit.
However, every investment requires a systematic approach in order to be successful - and over-delivering is not different. You’ll need to establish goals in order to measure the outcomes of your efforts, and also to avoid having financial problems due
I recently visited my university alma mater in the United States.This Ivy League institution is a powerhouse of education and research. But you wouldn’t know it from the huge cracks and peeling paint on the walls of the Student Union.The Student Union is not where traditional academic work is done; it’s not a library or a lab.But the Student Union is where students sip coffee and read the paper. It’s where prospective students and their parents ‘take in the atmosphere’ and assess the student body. And it’s where alumni go to feel proud of their college days and reconnect with the campus.Millions are spe
Many astute coaches actually provide services of other business professionals in order to provide their over-delivery. For example, in the case of a free massage above, you may be able to do a deal with a health spa that is willing to provide a complimentary session to your clients in the anticipation that your client will continue to use their service in the future. This type of arrangement is a powerful will to all parties. You are able to provide your client with an added benefit, the health spa gets a potential long term client for low cost, and your client gets a free massage.
The intention of service over-delivery is to build goodwill with your clients. It’s intended that this goodwill will translate into business benefits for you. Those benefits may be longer client contracts, increased referral and stronger product endorsement.
Generally your perceived gain from over-delivering your service would be greater than your cost to provide the additional benefit to your client. (In the above example your cost is actually zero). Clearly it’s very important that you take into consideration the cost of over-delivery in your financial planning. When engaging in this process, you must be aware of the cost/benefit relationship that will arise from it, ensuring that for every cost involved, there is a mutual benefit.
However, every investment requires a systematic approach in order to be successful - and over-delivering is not different. You’ll need to establish goals in order to measure the outcomes of your efforts, and also to avoid having financial problems due
Poor managerial performance is viewed more as structural rather than market factors. The mantra of the managements for increasing efficiencies and profitability is more often than not structural adjustments within the organization.Structural adjustments at best produce short term results. Many of the change initiatives fizzle out after the initial spurt in productivity while management grapple with sagging morale and bottom-line. Managements initiate more change for the sake of keeping the trend going resulting in further worsening of the situation and attritions.The major Change initiative needs to focus on the mark
The intention of service over-delivery is to build goodwill with your clients. It’s intended that this goodwill will translate into business benefits for you. Those benefits may be longer client contracts, increased referral and stronger product endorsement.
Generally your perceived gain from over-delivering your service would be greater than your cost to provide the additional benefit to your client. (In the above example your cost is actually zero). Clearly it’s very important that you take into consideration the cost of over-delivery in your financial planning. When engaging in this process, you must be aware of the cost/benefit relationship that will arise from it, ensuring that for every cost involved, there is a mutual benefit.
However, every investment requires a systematic approach in order to be successful - and over-delivering is not different. You’ll need to establish goals in order to measure the outcomes of your efforts, and also to avoid having financial problems due
Face it - for the average middle manager, the recruiting process is a total inconvenience - it takes you away from your work, it is often politically charged, and it can lead to an impasse, thus preventing you and your department from running on all cylinders. But take heart - the more organized and thoughtful you are in preparing for the job interview, the faster you will be able to identify and hire a great person.In my work as the head of a recruiting and staffing firm, I continually receive reports from job candidates that point to a failure on the part of hiring managers to properly prepare for the job
However, every investment requires a systematic approach in order to be successful - and over-delivering is not different. You’ll need to establish goals in order to measure the outcomes of your efforts, and also to avoid having financial problems due to an ill planned promotion. You can include the following points in your over-delivery strategy:
(a) Establish primary objectives
List each advantage of over-delivering in a priority order. Referrals, networking and partnership possibilities are all reasons for this type of promotion. Your primary objectives will also be parallel to your current position in the market: whether you have just started your business, included a new service, found a new niche, etc.
(b) Find a target market
The main objective of over-delivering is to provide more satisfaction to customers. For this reason, look for groups that can offer a great deal of options for your business, such as networking possibilities. Once you’ve established the right target, you’ll be able to refine your promotion and possibly calculate the most likely outcomes of each interaction.
(c) Choose your gift
Now that you’ve decided what your target market is, you need to decide on what you are going to offer. You may provide extra services of your own, or negotiate with a local service provider to exchange vouchers for referrals. There are many options to choose from, but the most important thing is to ensure that whatever the gift is, it will have some value to the client.
(d) Create protocols
You are going to face a constant trade-off between the amount of extra time you are going to spend with ‘give-aways’ and how much you can actually spend. Creating protocols will help you to balance this equation and ensure you’ll neither go too far on over-delivering, nor too low. It will also give you enough flexibility to deal with various opportunities that may arise throughout the process.
You have now established your primary goals, target market, marketing strategies and resource requirements. The next step is to actually apply them to the real world. Because people respond well to incentives, it is only natural that your clients will respond positively to your service over-delivery. Compare your results with what you’ve planned, and if needed, make some adjustments.<
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