Name: B&B Consulting Services Group
Address: 335 Shore Rd, Westerly, RI, 02891-4028, USA
Telephone: (401) 218-8943

It takes more than a good plan to succeed in developing and growing your federal government business. It takes an empowered consulting group, focused on realistic goals at your side. It takes Leadership, Experience and Relationships.

At B&B Consulting, we believe that creating or expanding your business relationships is not about selling - it's about establishing trust, rapport, and value creation without selling. In the new world of increasing revenue today, customers don't want to talk to someone who wants to develop their business, or engineer their sale. They want to communicate with someone who desires to fulfill their needs or solve their problems. Any organization that still has "sales" titles on their org charts and business cards is living in another time and place, while attempting to do business in a world that's already passed them by.

Customers today are saying:
"Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don't try and sell me - it won't work. An attempt to sell me insults my intelligence and wastes my time".

Think about it; do you like to be sold?
Nobody does. Now ask yourself this question, do you like to be helped? Most reasonable people do. The difference between the two positions while subtle, are very meaningful and powerful. It's not about you, your company, your products or your services. It's about meeting customer needs and adding value. When you start paying more attention to your customer needs than your revenue needs, you'll find you no longer have a revenue problem to complain about.

Customers want YOU--as the representative of your firm--to be personally responsible for making certain that a crucial job gets done. In other words, rather than a consultant or an adviser, the customer wants you to be a manager. In order to sell to a business, then, you must convince the customer that you're the type of person whom they would normally hire to manage the function that your firm provides, had they decided to keep that function in-house. This means you must: have a thorough knowledge of that function; understand how that function fits into the customer's business; be capable of ensuring that the function achieves the customer's goals; be able to manage the team that will provide that function (i.e. your firm); look, walk, talk and act like the managers inside the customer's firm; and be willing to put the customer's interest first--just like an internal manager would.

B&B Consulting Services Group

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