Dealmaking is part of of all we do in life

NEWS

Did You Know?

Kim Meredith
In this edition of Did You Know the Managing Director of Spectrum Solutions, Kim Meredith, gives us a few facts on the company and its value proposition. The interview was conducted by Ruan de Lange of Heatwave Media.

1. Who are you and what is your position in the company?

Kim Meredith, Managing Director of Spectrum Solutions.

2. Describe your company in a nutshell:

a. What is it that your company does?
Spectrum Solutions distributes and implements The Dealmaker™ suite of programmes in Africa, Europe and Latin America
b. How long has it been established?
Spectrum was founded in 1989 so the company has been operating for nearly 20 years
c. How big is it (in terms of people or revenue or market share etc.)?
The company currently has nine The Dealmaker™ Coaches. We are the largest of The Dealmaker™ global distributors, and as this is a Blue Ocean product, I guess you could say that we "own" our market
d. Where are you located geographically?
Our head office is in Johannesburg, South Africa and we have a satellite office in Santiago, Chile

3. What do you deliver to customers, in other words, what is the benefit customers gain from doing business with your organisation?

In a nutshell, we increase our customers' profitability and give them the means, through The Dealmaker™'s business processes, to sustain this improvement. Customers put their staff and management through The Dealmaker™ programmes (and their executives through The Dealguru™ course). We then we help them to implement the relevant business processes. The programmes are coaching-based so each and every person that attends a programme gets personal attention. The positive impact on their confidence and assertiveness is astounding.

4. What differentiates your company from your competitors?

As I said before, The Dealmaker™ programmes are a Blue Ocean product so it is difficult to compare them, but we

use a specific methodology to underpin our interventions
we are unique in that we address the subject of dealmaking as a whole, not just one or two components like training companies do
the programmes are designed to complement the investment companies have already made in sales and negotiation training
the programmes are more comparable with executive coaching interventions than skills training
we make extensive use of personal coaching and case simulations to achieve a significant behavioural shift in the level of expertise of each participant
the course are delivered by business executives as opposed to trainers

5. If you were a customer of your own company, why would you buy from your organisation?

Because if there was a way I could improve my company's results - get guaranteed results - and could sustain that improvement, why would I not buy the products!?

Extracted from interview by Ruan de Lange, 2007