Headed by Bill Glick, AllyOne Consulting provides a number of services in a business to business environment centered on the concept of changing the Buyer / Seller relationship. Our services range from sales training at the front end of this relationship change through the development of long term relationships (Long Term Service Contracts and BBA’s) with a host of value added services filling the gap.

In large companies there can be as many as 30 people involved in the purchase decision and they all have different reasons for what they want to buy. When you combine that with the complexity of making a major purchase decision it can become almost impossible to sell your product to one of these companies. AIM (Active Influence Model) was developed and documented to break through this very difficult barrier. In addition, this process changes the way of viewing the buyer decision to enable the seller to better enter into improved relationship concepts.

AIM ties together into one process the five major issues that must be controlled in order to influence the decision of a complex organization:

• A complex decision process
• A complex organization
• Your company’s positioning
• Bid / no bid decision
• Strategy to influence the decision

Using AIM, the selling company can actually understand what is going on inside that big company and influence the decision in their favor. This program unravels the complex decision process and the many players involved in a proven, understandable and easy to use format. Some customization and options are available with this program. Regardless of the size of your company, if you sell anything to large, complex companies, you need this capability.

Standard sales training is similar to AIM training with a couple of exceptions. In this training, the complex organization is left out of the equation, but the remainder of the training remains essentially intact. In addition, standard sales training is more typically customized to meet your needs, since selling to a large organization is not one of your driving issues.

Long Term Service Contracts incorporate all capital equipment aftermarket parts and services for a long period of time, reducing the customer’s risk and dramatically improving the profit equation for the seller.

Applicable in certain circumstances, a BBA is a Behavior Based Alliance that is formed between a buying and selling company. This model has been proven to dramatically improve the profitability of both companies when structured correctly.

In the high pressure business world in which we live, it may be impossible to survive profitably unless you understand how to tap into the value of your vendors and customers. A BBA helps you capture the value that is available to you on both sides of your supply chain equation.

Other areas where AllyOne can be of significant value include maximizing the capital equipment aftermarket, improving the positioning of your product or company and change facilitation.