HEED presentation

1. Heed, “to pay close attention to”, our name embodies the philosophy and approach
that runs through the core of our organization and program. We listen, without
judging, since the moment we judge we stop listening. At Heed, we assist
companies in increasing their business development performance while creating
sustainable improvements and driving tangible results. Our modular systems have
been carefully crafted and developed with the intention of tapping into and
unleashing the ocean of potential within the individuals in your organization, on
the macro and the micro level.
“ Success comes from Simplicity”

2. About Us
Heed with might and main is a boutique consulting firm operating from a principal hub in Beirut,
with a sole purpose of evolving business development personnel and organizations.
Through our business development performance system, we operate in tandem with our partners,
increasing your turnover and market-share while impacting the structured consultative approach
in key commercial areas.
Furthermore, we aim to facilitate a cultural shift throughout your entire organization.
 Vision: Heed envisages being the catalyst in changing the culture within the sales approach in the
MENA region.
 Core Values: Heed strategizes to work in tandem with its clients, striving to bring a refreshingly different
approach to our business; an approach where we genuinely heed to our clients’ needs, challenges, and
objectives guided by a resolute commitment to quality, ethics, passion, purpose, team work and project
mentality.

3. Our Approach
A t Heed we follow the buildup-breakthrough flywheel model to insure
consistency and coherence until we guarantee the success of the project
execution.
“The way
you do little things
says a lot about
the way you
BUILD UP will do the
big
EXAMINE PLAN CULTURE OF EXECUTE & DEVELOP & COACH &
DISCIPLINE CONSULT TRAIN FOLLOW UP things”
DISCIPLINED PEOPLE DISCIPLINED THOUGHT DISCIPLINED ACTION

4. Our Solution
“ In business, remarkable performers are especially good at getting to the right question, the
question that speeds them to the place they need to reach”. This is the essence of our
performance system in which all modules move around to orchestrate the success of this
cultural change.
This system increase your personnel performance by directing them, training them, coaching
them, while setting up a structured process and approach leaving practical tools and MAPs
they need in order to deliver their best when it really counts.
This simple system is divided into different modules, founded on a scientific methodology validated through
extensive research techniques coupled with industry expertise. It commences by understanding your exact
needs through thorough analysis and examination of your challenges, fears and objectives.

5. Examine
First and foremost, Heed conducts an intensive structured audit of your
commercial divisions, understanding your pain areas in detail. Thorough
and rigorous assessments are applied to assist in presenting by the end
of this phase a concrete recommendation in line with your strategic
objectives and goals.
 We will examine your sales strategy, vision, culture and people.
 We will peruse your solution and target market.
 We will identify the competency gap of every individual as well as his
attitude, behavior, approach and intellect.
 We will identify the headroom for change and the ability to adapt to
new culture.
 We will identify and examine the current processes and procedures.

6. Plan
A ccordingly Heed will set a concrete business development plan that commences by setting a
clear sales strategy, vision and culture.
This plan includes but is not limited to
 SWOT analysis of the department.
 Clear objectives and a single significant goal.
 Sales structure.
 Market penetration and segmentation.
 Tools and tactics to use with all relevant MAPS.
 Guidelines and flowcharts for the sales cycle and potential client
identification.

7. Execute and Consult
“ Ideation without execution is a mere delusion.” Thus engagements begin with a
tailored plan to support your business’ strategic goals, identifying who will be
involved and how the program will be reinforced. Heed will formalize the key
elements of a professional, individualized business development plan, and
provides both the process and the guidelines to implement it in your company and
will act as the key players in the cultural change.
Evaluate line Set KPI Flowcharts Performance Flexible
of business and MAPS Metrics Scripts
• In context to •And manage • We will design • That in turn • We will
horizontal and the Key the business will assist develop, and
vertical market Performance development management refine a very
spaces. A Indicators for flowchart, to set reliable flexible
detailed your business processes and and realistic validated
prospecting development all tools and measurements structured
and customer department. MAPS while keeping scripts that will
profile is needed. up the motive aid your sales
developed as of every people using a
aiding tools to individual consultative
assist in targets. approach to
approaching easily
the right diagnose their
clients. clients’ needs.

8. Train and Develop
Our approach creates an interactive, dynamic climate, which actively encourages feedback and
discussion. Heed trainings are a set philosophy rather than just sharing with our audience
certain experiences or success stories that are presented from an egotistic position or related
situation. Thus all training programs work on refining and developing your business people’s
skills and competencies.
Prospect Management
Cold Calling
The Psychology of Selling
Questions are the Key Answers
The Art of Closing
Sales Management

9. Instruct and Coach
The coaching model is based on the belief that the question is the answer. Our
consultants will heed to the challenges of every individual and his way of thinking
and beliefs, then will work with might and main to help him unleash the potential
inside him while discovering his ways and solutions.
Follow up and Sustain
A fter the completion of the project, Heed consultants will follow up with the
management and business managers for a period of time to ensure every aspect
has been implemented, executed and embedded in the business team and that
the new set culture and habits are synonymous with the success of your
organization.