Something that sets QIC apart from our competitors—even as early as the sales cycle—is the amount of time we invest with potential clients to make sure their program is structured in a way that makes sense for their organization. Not just from a cultural standpoint or a goal standpoint, but from an economic standpoint as well.
We do that through a proprietary modeling and budgeting exercise that makes it easy for the stakeholder we’re working with to present the program – along with the justification for its implementation – to their executive team and other internal stakeholders.
Your Stakeholders Need Help Selling Internally
Our first point of contact is often someone with a business problem that requires an incentive or recognition solution. Whether it’s bringing their safety initiatives under a cohesive umbrella, designing and implementing an incentive program for their channel partners, or an internal sales team program to correspond with a new product launch, having an accurate ROI calculation is critical for building a compelling business case.
Our stakeholders look to us not only to provide the technology to execute their program, but also to help them sell their ideas internally. We do this by helping them project program ROI.
Building the Business Case
If our future clients can come to us with, “Here’s our business problem. Here’s what we are trying to move the needle on. Here’s where we are now and here’s where we’d ideally like to be,” we can get a feel for the impact the right program will have on their business—whether savings realized by reducing safety incidents, driving new sales, or incentivizing operational behaviors or activities.
We assign values to their goals and objectives and then help them work backward into what kind of program makes sense to drive results.
The Factors That Matter
To calculate ROI, we consider several factors – some of which are:
- Estimated frequency of goal achievement
- Average compensation of those being incentivized — because that has an impact on behavior change
- Frequency of awards — how frequently should they be earning these awards?
- Goal thresholds — is there a goal that needs to be reached before they’re incentivized?
Taking the information gained during discovery from our client, we build out a tangible model that our stakeholder can bring to their executive or leadership teams. Also, they can test drive the program by adjusting investment levels for each behavior that they’re trying to improve, which helps determine overall budget.
What CFOs Want to See
When we tie those two things together – the desired outcome from a results standpoint, and the type of investment that (based on our experience and best practices) can help them achieve it—that gives our stakeholder everything they need to sell it internally.
More Than Just a Platform
That’s just a benefit of working with a partner like QIC. We’re not just selling an engagement platform. We’re not just saying, “Here, load some points. They’re worth so many dollars each. Good luck.”
We are in this to make sure that the solution is working for our clients in all aspects—to ensure that their investment drives positive ROI by achieving desired behaviors and objectives.
