Akina has combined it's proprietary process and content to form that basis for a series programs that are customized to meet the specific needs of our clients. Each of these programs targets a specific challenge that our clients are facing and can be implemented as a stand-alone engagement, or as part of a more comprehensive approach consisting of two or more programs implemented together.

Diagnose / Re-align
If a client needs to answer “what is the problem and how do we fix it?”, Akina performs an engagement that rapidily brings clarity and consensus. In the initial, Realign stage, we assess the current situation and working with our client's leadership team, identify and gain consensus on areas of pain and specific problems, and build a solution plan. We also identify a series of steps that can be taken to have immediate, positive impact on revenue.

Sales Methodology Implementation
Working in tandem with our client, Akina designs and implements a company-wide sales process that includes steps, tools, best practices, nomenclature and forecasting / pipeline reporting mechanisms. The sales process is end to end starting with target market and ending with account management. The foundation for this type of engagement is Akina’s Revenue Generation Framework, a solution-based sales methodology consisting of steps, proprietary sales tools, and best practices.

The process and tools are well documented and are typically integrated into a CRM system. The methodology is rolled out in a series of training sessions designed for all participants in the revenue generation process. An additional session is conducted for management that focuses on how to manage, inspect, coach with the new methodology.

Account Management and Penetration
Your current accounts are the most important revenue-generating asset you have. Yet most companies do not actively invest in the relationships with their customers. Using Akina's account management framework, we will help you design a comprehensive process that will ensure that you are maximizing the revenue from your strategic accounts while managing risks to the relationship and to the future revenue you are relying on. We will also train your sales force to use the process by working with them on real accounts, thereby ensuring that it is fully implemented.

Sales Leadership Training
Sales management today has become an extremely important and challenging job. Akina has developed a comprehensive “Akina Sales Manager Academy” designed to provide attendees with knowledge, skills, tools, and practical strategies to make them more effective immediately. Each attendee benchmarks themselves versus a “framework” and builds a plan to close gaps.

The content has been adapted for non-sales groups (Operations, IT, etc.) and is viable for any management / leadership team that needs to transform an organization.

Sales Training for the Legal Profession
Akina has developed programs for attorneys that will drive more revenue faster and more efficiently. The programs are customized for each Law Firm and consist of lead generation strategies, sales skills, client management techniques , and on-going coaching from Akina.

Participants are taught the basics of selling solutions and how to build client loyalty.

Negotiation Training
Designed for sales and account management people, this one day course provides attendees with strategies and tools that will create better outcomes. The first half of the day covers basic negotiation principles and best practices. During the afternoon, attendees execute a series of custom role plays designed to help them deal with typical customer situations that require negotiation (price reduction requests, additional services for free, etc.). Attendees will leave the session with a framework that can be used in the planning and execution of any negotiation.

Sales Force Turnover
Created for organizations that inherently have significant annual turnover in their sales forces, this engagement identifies key causes of turnover and builds a series of recommendations designed to bring turnover to manageable levels.

Offering Definition and Target Market Analysis
The most critical aspect of a successful revenue generation process is to position the right product, which solves the right problems, to the right market. Akina works with our clients to develop a timely understanding of what is happening in their marketplace. We then help create alignment between the composition of the product or service and the messages that articulate its value to the target buyer. Finally, we ensure that everyone in the organization has the tools necessary to properly articulate the key messages and the value that the solution will bring to a prospective buyer. Our goal is to improve sales and marketing productivity and reduce wasted time and money by ensuring that the right buyer is targeted with the right message.

Lead Generation
In today's tough business environment, it is more important than ever to actively pursue a large base of qualified prospects and quickly transform these prospects into paying customers. Effective lead generation programs help companies expand their real sales funnel. They allow more opportunities to get in the door and get in front of the right types of prospects. Akina helps clients develop and implement targeted lead generation programs that increase the number of qualified prospects that enter the sales pipeline.

Sales Management and Operations
Sales management encompasses organizational structure, compensation and incentives, hiring and staff turnover, and sales force automation. Using a proven set of best practices, Akina will work with you to put in place a sustainable sales management process that is able to grow with your organization. We are also able to work with both the business and technical portions of your organization to build consensus about the requirements for a sales force automation system, choose a vendor and create and rollout an implementation plan. As appropriate, we will help you analyze your sales metrics and perform detailed pipeline qualification to validate your revenue projects.

M&A Due Diligence
As a potential investor, you know that a key driver of a company's valuation is the ability of the management team to achieve their future revenue projections. Successful pipeline growth requires that a well thought out marketing and sales strategy, process and organization be in place. Unfortunately many companies invest heavily in creating their product or service, but treat building the part of their organization that drives revenue as an afterthought. Using a proven process, Akina can help you understand whether a company you are planning on investing in has in place a revenue plan that makes sense and is achievable. If not, we'll provide you with the plan and estimates of what it will take for the organization to hit their numbers, including hiring, marketing expenditure and timelines.

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