Promoting SOAR the Gallagher way
How do I promote SOAR services?
Prepare
Research your customer or prospect in advance. NB: In advance of the meeting it is worth notifying your customer/prospect about the area you’d like to discuss so they have time to think of potential questions.
Ask questions
Before positioning the services, you need to understand how relevant it is for their business.
Get the conversation started
- Does your organisation currently employ any specialist aviation risk and safety management consultancy services?
- How satisfied are you with the safety performance of your organisation and your current safety management system (SMS)?
- Has your organisation recently undergone change or is due to and requires change management services?
- Does your board have sufficient oversight of safety and risk management?
- Is your organisation due for safety and risk management training?
- Are there any gaps in personnel in your organisation relating to safety and risk management that need to be filled quickly?
- Are you confident your organisation has a handle on the emerging risks in aviation?
Manage the objections
We do things the way we’ve always done them and our system works
New risks and hazards are constantly emerging in aviation, so existing safety and risk management systems and processes may not effectively capture them. SOAR has expertise and knowledge drawn from working with a global network of clients across the latest issues.
We don’t have the budget for a service like this.
A major benefit of using SOAR is that our services can be cost neutral. Aside from bursaries, we can consider using SOAR as part of our internal costs to retain existing and prospect new clients – depending on the service/product required
Our safety and risk management is all done in-house.
While this is of course important, an external perspective on systems and processes can help to ensure that safety and risk management systems are fit for purpose. Or identify solutions for improvements.
Position the Gallagher solution
Assuming the customer is now in a position to want to know more, it’s time to introduce our offering:
Use our solution
“SOAR’s primary function is to provide value added risk and consultancy services on aviation safety and operational risk management. It is designed to serve as a trusted business advisor to your business.”
Use relevant practical examples
“We’ve gathered some case studies that should help outline the benefits SOAR can offer you.” It is important to be selective with the examples we use – ensuring they are always the most relevant to the customer or prospect.
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