Members’ Resources

Welcome to our Members’ Resource.

Here you will find a number of PDFs, Excel spreadsheets and PowerPoint presentations  – all tools you can use to enhance your Planning & Strategy, Sales & Marketing and Digital Marketing.

As a valued Transmentum Member, these guides are an addition to the services already provided to your company by our consultants and experts and can be downloaded and read at your leisure.

Planning and Strategy

12/05/2016

A simple guide to SWOT analysis

A SWOT analysis is a strategic planning tool used to evaluate the Strengths, Weaknesses, Opportunities and Threats involved in a project or in a business venture. Strengths and weaknesses are internal to an organisation. Opportunities and threats originate from outside the organisation. This download provides you with a basic guide to what a SWOT analysis […]

10/05/2016

A guide to vision mission and values

If you are managing a growing business, how do you retain those special qualities that have bought your business this far? How do you ensure that these qualities do not become diluted or even lost.? As an organisation grows and we add more and more people to that business it is not uncommon for the things […]

09/02/2016

A guide to time management

Management teams in small businesses are under pressure and time management can be an issue. It is very easy to become reactive and end up trying to satisfy every single interruption instantly. The net effect is that people become tired and frustrated – and much less effective. Regain control of your time and make sure […]

07/10/2014

Coaching and your business

What is a "Coach"? Coaching, with a professional coach, is the practice of supporting an individual, referred to as a coachee or client, through the process of achieving a specific personal or professional result. The structure and methodologies of coaching are numerous but are predominantly facilitating in style; that is to say that the coach [...]
29/08/2014

A guide to vision based planning

Mapping out your business goals so that they are aligned with your business vision and with the personal goals can be a daunting task. This download document gives a no nonsense approach that you can use with your team. This document will enable you to run your own in house Vision Based Planning workshop and [...]
03/02/2014

Basic management principles

Companies that manage sustainable growth effectively all have one thing in common. They embed their vision mission and values into everything they do employment, sales strategy, business process engineering, operational delivery, customer support and performance measurement. Are you teams engaged? Are your team empowered within well-defined boundaries? Do your teams know what your values are [...]
28/07/2012

Transitioning your business from good to great

The road to recurring revenue Read our whitepaper to find out what some of the leading software vendors in the MSP market place think. Find out what that means for your business. Every threat is also an opportunity! Transitioning from being a good business to a great business means change and more importantly it requires [...]
28/06/2012

Assessing risks

How well do assess the risks to your business don’t assume it is something 'you do anyway'. Risk assessment is more than just being compliant taken seriously it can have a dramatic positive impact on you profitability. Apply a logical process and formalise risk assessment. This document includes a basic methodology to apply to Risk [...]
28/06/2012

CVs and application forms

CV's - just a candidate sales pitch? When you recruit are you deluged with CV's? Do the recruitment consultants you select send you want they think rather than what you want? Looking at it from the recruitment consultants perspective they are trying to sell, so they will often sell what is available for them. Do you get [...]
28/06/2012

Managing interviews

What do you want to achieve? How many of us interview on instinct alone? When we meet people we naturally form assumptions. We like the person, we trust them, we think they are credible. Or we disregard them. It is a well understood facet of human nature that we quickly form opinions about people within [...]

Sales Strategy

10/05/2016

Motivating sales teams

Sales team motivation Motivating a sales team is different to motivating any other team in the business. Sales people are typically rewarded with commission in some form, paid in direct relation to their performance. How you structure this reward component is the key to driving the right sales behaviour and careful consideration needs to be given to the sales team structure, […]

10/05/2016

Sales tools & compelling sales presentations

Sales Tools & Compelling Sales Presentations Equipping your sales people with the right arguments along with both supporting tools and literature that demonstrates the capability of your offering, reinforces your credentials. It will help the sale people engage with prospective clients, building an understanding of the clients business and a personal rapport. In the managed services environment this is critical, and […]

07/07/2015

A Guide to Pipeline Management

This article is intended for business owners, MDs, CEOs and Sales Managers accountable for ensuring that sales teams maximize every opportunity to close properly qualified prospects. The accompanying document will give you some guidance on how to help sales people to stay focused on winning business and manage their performance and productivity. Are you frustrated [...]
29/08/2014

A guide to compelling events

This guide will give you an insight in the events that lead to a prospective client/customer deciding to take action and buy something be it a product or a service. Things to do first A compelling event is something negative or positive that prompts a decision maker to buy something. Here is an example. Positive […]

28/07/2013

Winning sales questions

Qualification is the key to winning new business? This article is intended for business owners, MDs, CEOs and Sales Managers who are accountable for ensuring that sales teams maximise every opportunity to close properly qualified prospects. It contains guidance on the presentation and rules of engagement that will increase your chances of closing more business. [...]
17/07/2013

Managing sales meetings

Why have sales meetings? Sounds like quite an obvious question and it sounds like quite an obvious thing to do. However, you would be surprised at just how many small businesses either do this very informally or not at all. Sales and selling can be quite a difficult subject to address objectively. Particuarly if you do not [...]
08/02/2013

Key Performance Indicators for sales

Do you understand your sales KPIs? We often hear from business owners that managing sales people is like trying "to nail jelly to the wall"! Unless you have a formal sales background it can be difficult to understand what you need to focus on in order to improve sales. Comparing like with like ? One [...]
08/09/2012

Negotiating – are you getting the results you want?

This article is intended for business owners, MDs and CEOs and anyone else involved in selling, purchasing and negotiating commercial deals for the business. Is negotiating something you are confident at? Or do you feel anxious and under pressure? Are you able to consistently negotiate the deals you want to? Or are you left feeling [...]
29/06/2012

Opportunity management

How accurate is your forecasting? Sales people are naturally optimistic, if you ask them for an assessment of where they with a sales opportunity you will by definition get an optimistic response. Whilst this positive mindset is endearing it can also be misleading. The question is; has the sales person recognised and thought through the issues from the [...]
29/06/2012

The two minute drill

What is a 2 minute drill? A two minute drill is a sales term given to a standard document that summarises a managed services proposition. It acts as an "aide memoire" for the sales person. This is ideal if the proposition is new or the sales person is new to the business. How consistent are both your sales [...]

Marketing

12/05/2016

Simple Steps to a Winning Content Marketing Strategy

Possibly the most vital part of any marketing campaign is content. By that, I mean, what is it that you have to say about your business, your people, your products, your services and your customers? Content, in its widest sense, is used not only on your website, but in all the various marketing disciplines designed […]

10/05/2016

A guide to value propositions

A value proposition should articulate clearly to the market the capabilities of your offering and what this may mean to a prospective client, the impact on their business and the potential business benefits it could deliver. Ultimately explaining why it is potentially valuable to their business and why your offering is different. This should then […]

12/08/2014

A guide to digital marketing

Possibly the most vital part of any marketing campaign is content. By that, we mean - what is it that you have to say about your business, your people, your products, your services and your customers? As you can see from our Lead Generation Model, Content, in its widest sense, is used not only on your website, [...]
12/08/2014

Engaging a digital marketing agency

Briefing an agency properly is one of the most important parts of your campaign. Although you can expect your agency to come up with plenty of ideas, the work you get back from them will be a reflection of the quality of your brief – if you give poor direction, you cannot expect miracles in […]

24/03/2014

A guide to telemarketing

Telemarketing (sometimes known as inside sales, or telesales in the UK and Ireland) is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call. Telemarketing can also include recorded [...]
24/03/2014

A guide to vendor management

IT and Telecoms vendors that are serious about growing their business through indirect sales channels invest considerable time, resource and money into proactively managing their channel partners. However, not all channel partners recognise the need to invest time, money and resource to proactively manage their vendors in return. This guide gives an insight into the [...]
05/08/2013

A Guide to branding your IT business

A guide to branding your IT business Your brand is a key element of your value proposition – it acts as a shorthand for your business values and the trust you have built in your customers and suppliers. There are a number of pitfalls associated with branding an IT business – particularly in relation to [...]
13/07/2012

Demand generation – don’t hand them the Yellow Pages!

Do you want sales people talking to potential buyers? Using their skills to qualify prospects in and out quickly, presenting your value proposition and closing deals? Don’t make the mistake of expecting the sales team to magically deliver new prospects. They won’t and you don’t want them to...why? Firstly, if you consider this from a resource [...]
02/07/2012

How to write a case study

The case study an essential sales tool In these “risk averse” times buyers need evidence of your companies’ capability, assertions, and assurance’s from sales people alone are not enough. The buyer needs to see proof this means case studies of real customers that are recent within the last 12 months. Case studies are an essential tool in [...]
27/06/2012

Understanding the customer Journey

Time from lead to cash Understanding the customer journey should be focused on shortening the time from lead or first enquiry to cash. It allows you to maximise the interaction with your customers throughout the various "touch-points" in your business. The key is to ensure that every employee understands their job role, their responsibilities for quality and [...]

Help Desk

21/05/2013

The contact centre approach

Contact Centres Most of us think of big business when we think of the term contact centres, for some, it may also conjure-up the more negative and unhelpful aspects of large bureaucratic call centres where staff don't know their clients or products. However, there are some key principles and points of learning that can be [...]
08/09/2012

Help Desks and recurring revenue

Is your help desk a profit centre and a sales tool? This article will benefit Business Owners, MDs and Senior Managers accountable for running help desks and contact centres. This section of the portal will also help those tasked with delivering help desk support. The focus here is managing the transition from delivering support in [...]
08/06/2012

Net Promoter – the ultimate question

What's your score? The net promoter score operates on the principle of how likely a client or a group of clients is to recommend your services to friends, business acquaintances or colleagues. A customer's response to the "recommend" question typically serves as a strong indicator of that individual's economic value to the company. Aggregated across an entire customer set, [...]
08/06/2012

Which customer satisfaction model?

How loyal are your customers? At the risk of stating the obvious there is a clear relationship between high levels of customer satisfaction and positive business growth. We are all familiar with the simple, undeniable fact that it is generally five times harder to secure a new client than selling to an existing client. The [...]

Operations

13/03/2014

A guide to building an online business

This document was originally written for non-technical business owners however we have discovered that many business owners of software houses and IT services companies may well have the capability and understanding in house to build e-commerce platforms. However the people they delegate this important job to may not be business minded. They may not consider [...]
03/02/2014

Defining a Service Level Agreement (SLA)

A service level agreement is not just a contractual requirement it is a sales tool and if written properly it can give the buyer peace of mind about the product/service being purchased. Who owns your SLAs your lawyer or your sales manager? Does the document represent your company values? Is the rationale behind your SLA [...]
28/06/2012

Assessing risks

How well do assess the risks to your business don’t assume it is something 'you do anyway'. Risk assessment is more than just being compliant taken seriously it can have a dramatic positive impact on you profitability. Apply a logical process and formalise risk assessment. This document includes a basic methodology to apply to Risk [...]
27/06/2012

Understanding the customer Journey

Time from lead to cash Understanding the customer journey should be focused on shortening the time from lead or first enquiry to cash. It allows you to maximise the interaction with your customers throughout the various "touch-points" in your business. The key is to ensure that every employee understands their job role, their responsibilities for quality and [...]

Products and Services

03/02/2014

Making money from new products & services

Overcoming the challenge of developing and successfully introducing new products and services is fundamental for innovative companies. Why is it that so many great ideas never pass the market test? Why do customers fail to materialise in line with your plan? Some key questions to ask: Do we know what our key targets markets are? [...]
28/01/2014

Insight into product development

The decision to start developing a new product or service is often triggered by a powerful set of emotions. Someone may have identified an opportunity in the market. Alternatively they may have come across a “mind blowing” new way of doing things. The enthusiasm and passion displayed by such entrepreneurial individuals is not to be [...]
08/06/2012

Understanding value – The Kano Model

Does the customer value your offering? How would you assess your clients levels of satisfaction with your current offering? The Kano model of customer satisfaction takes a more sophisticated view of the customer's perception of your offering, by looking at the features or capabilities included in the offering itself. It enables you to compare your offering with those of your competitors. As [...]

Suppliers

22/06/2012

Suppliers or Partners

Sell to your suppliers It is not unusual for businesses to take an adversarial approach to managing their suppliers relationships. Your suppliers are dependent on you for their success so 'sell to them as well'. Identifying the win-win opportunities with your suppliers will improve the level of support you can obtain. Leverage your existing relationships e.g. your account manager. Use [...]

Intellectual Property

29/06/2012

Intellectual Property (IP) – an explanation

What is Intellectual Property? This article is written primarily for business owners and entrepreneurs and any senior manager accountable for mitigating risk and enhancing the value of the company’s bottom line. Intellectual Property(IP) lets people own the work they create. It is an intangible asset that can have a significant value. It covers four main [...]