At Emergent Business we work with you to identify the unique value-added benefits that distinctly separate you from your competition and provide you with maximum competitive leverage.
We organize that value into compelling narratives that enable prospects, clients and strategic industry partners to connect logically, emotionally and financially with the personal and professional benefits associated with the unique value that your business provides.
We employ a skillful approach to motivation-based inquiry that enables your staff to accurately identify what is most important to the prospects, clients and industry partners they engage everyday – to identify all decision makers, to uncover the underlying motivations that influence their decisions, to recognize existing and emerging areas of need, and to assess your unique ability to satisfy those needs.
We coach your staff to confidently and coherently articulate responses that make clear the depth of your understanding, industry expertise, and ability to deliver unique value-added solutions that not only meet those needs, but frequently surpass expectations.
In support of this effort, we design and implement a results-driven client acquisition and retention strategy that makes it easy for your sales executives, account managers, and customer service staff to execute our approach, experience success, and become more effective in their roles.
At Emergent Business we believe that Value Creation is the primary pathway to consistent, predictable and profitable growth. We also believe that a person-centered approach to relationship development, proactive engagement, servant leadership, and the unquestionable strengths of your offering are strategic companions in the creation of that value.
In our approach, value creation is the logical consequence of cultivating value-added relationships consistently and predictably over time – one conversation at a time.
We believe that a proactive and service-driven style of leadership that is invested in identifying and satisfying the unmet needs of prospects, clients, and industry partners creates meaningful professional relationships that showcase the unique value-added benefits and professionalism of our clients in ways that place their competitors at a distinct disadvantage.
We know from experience that businesses who embrace our framework produce higher levels of gratitude, satisfaction, and loyalty that reward them with quantifiable increases in professional referrals, client acquisition, retention, and revenue.
Our shared goal as service provider and client should be the complete integration of mission, value, strategy and execution across the depth and breadth of your organization.
We have seen companies make significant investments in money, time, and energy that focus squarely on mission and ignore the value-added strategies and methods of execution that are necessary for realizing mission and fueling growth. Conversely, we have seen businesses overemphasize execution and fail because of their indifference to the grounding influence of mission and the implementation of value-added strategies that maximize competitive leverage and deliver growth.
In contrast, Emergent Business clients benefit from an integrated framework that connects the overarching disposition of mission with practical results-driven responsibilities and tasks that are essential for producing and sustaining profitable growth.
All Emergent Business consulting and coaching services are designed to achieve this level of cultural continuity.
Serving, Selling and Leading:
An Integrated Approach for Creating Value-Added Cultures
“Joe Merlino is a true sales professional. Joe worked with my team of account executives and managers. He assessed their skill levels, determined specific areas for improvement, and delivered strong strategies for acquiring and retaining targeted business. Joe’s work with us was specific to our areas of need. The key was his ability to identify the unique value propositions associated with our health plan, and to apply that value in real world situations that delivered positive results. His time with us was enjoyable, valuable and worth the investment.”
– Doug Gullino Vice President of Sales and Service, Lovelace Health Plan