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Quality Management Services Selling QMS Selling QMS Credentials and Resources PAGE1 ó 1994 Arthur Andersen Arthur Andersen Co., S.C. ó 1994 Arthur Andersen PAGE5 Arthur Andersen Co., S.C. Overview The purpose of this section is to outline the possible sources of opportunities, describe our approach to selling Quality engagements, and discuss some of the key success factors from some completed proposals. We will discuss how to differentiate Arthur Andersen from the competition. Opportunity Identification Opportunities to sell Quality engagements may arise in a number of forms. First, clients may request assistance with improving Quality within their organizations. In such cases, where the client has recognized the need to improve quality, our main task is to communicate our credentials and sell our approach to helping them implement Quality. Such requests for assistance with Quality could be all-encompassing, covering the whole of the clients TQM initiative. Alternatively, we could be asked just to provide assistance in the form of Quality training. On other occasions, opportunities could arise in organizations that have begun to implement Quality but are having difficulty, either in general or with specific areas. In these cases, our Quality Framework is often a very useful selling tool. This Framework has proved attractive to clients because it encapsulates all the ideas and concepts of TQM along with all the factors to be considered when trying to implement Quality. One particular client, for example, may be experiencing difficulty maintaining the momentum of its Quality initiative. Reference to the framework during discussions with Arthur Andersen personnel may lead the client to the conclusion that the lack of momentum has been caused by insufficient communication of the commitment of senior management to Quality. People at an operational level may have been left with the perception that the Quality effort is just the flavor of the month. We may identify opp