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Frequently
Asked Questions
How
does ESP charge its clients?
As no two projects are identical, ESP establishes
with its clients the project objectives before proposing
how it will be compensated. Typically, compensation
is derived from: commission (risk reward), retainer,
expenses, daily rate or fixed price.
On
what types of engagements does ESP focus?
ESP can engage in virtually any form of marketing
or sales activity. Whether it's interim sales management,
product launch or sales team re-alignment; ESP can
probably help.
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Does
ESP replace my whole Sales Team?
ESP can replace a whole sales team but equally it can augment
top performers, fill gaps or assist in the realignment of
an existing team.
Does
the ESP team work exclusively with my company?
ESP personnel can be ring-fenced to a client or work on
multiple projects, dependent upon the scope of work. Conversely,
the benefit of outsourcing sales is that clients can have
a far more flexible approach to time planning and may only
wish to commit to, say, 20 hours per week.
How
does ESP avoid conflicts of interest?
ESP will not accept work for new clients if it is likely
to cause a conflict of interest with an existing client.
While ESP does not publish its client list it assesses each
potential client's requirements to ensure there is no conflict.
ESP would be unable to trade without the confidence of its
clients and their customers, so it strives to ensure that
these bonds of trust are maintained.
How
can I be sure ESP isn't sharing my secrets with my competitors?
Where appropriate ESP will enter into contractual agreements
to protect intellectual property and prevent communication
with specific competitors. ESP uses confidentiality agreements
with its clients that have far greater powers than employers
are able to place on former staff. ESP's reputation as an
ethical partner intent on protecting that reputation provides
clients with even further reassurance.
My
business sells to a niche sector that no-one else understands.
How can ESP work with me?
Some sectors are truly off limits to all but the most initiated,
however, most really aren't that different. Our view is
that generally it's the pre-sales specialists that differentiate
the IT vendor. Critical though good sales executives are,
they are generally able to be educated on the nuances of
a market sector. More important, from a sales perspective,
is understanding how the client applies its value propositions.
Is
there a minimum or maximum engagement period?
Simply put, no. Engagements are all bespoke and vary enormously
in terms of length and intensity.
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