Case $1($ANSWER YOUR TASK QUESTIONS$)$

Service to sell: Lyons HR PEO Note: You can create your own name $($along with a title$)$ and profile as a seller, or can use your name as a seller$-$ whichever you like.Prospect buyer: Director of HR$/$CHRO: Their job description$/$responsibilities are similar each other. Each company has a different name to call, thus you can choose how to call the title of jobSituation: You've been with Lyons HR for $5$ years and have been prospecting for educational institutions. Lyons HR$\text{'}$s main customers are a local and small$/$medium sized business. LyonsHR is currently looking for nonprofit organization and government institutions. Based on the research through LinkedIn, ZoomInfo website and JSU website, you chose Jacksonville State University as a first account in the Higher Ed space.The Sales Call:You were referred to Mr$.$ Harrison Dunn by Ms$.$ Rachel Miller, the CHRO at the University of North Alabama. Ms$.$ Miller has been a partner with Lyons HR for $7$ years and was a colleague of Mr$.$ Dunn from University of Alabama. You had spent couple of months for precall information research. Ms$.$ Miller introduced you via email, and you exchanged emails and followed$-$up with a phone call to secure a meeting with Mr$.$ Dunn. Over the phone conversation, you found Mr$.$ Dunn seems assertive but passionate about the current projects.Prospect: Mr$.$ Harrison Dun, director of HumanResource department at JSU $($if you prefer to use your own name or alias, that is still fine, but consider the background, situation, company's goal as suggested below$)$Due to the company's continued growth, Mr$.$ Dunn was recently hired for the director of HR department position at JSU after working as a CHRO for $4$ years at University of Montevallo.Mr$.$ Dunn's role at University of Montevallo was tactical and project focused. He was successful with the previous work, though it was his first director$/$decision making position. He worked in staff and supporting positions prior to being promoted at University of Montevallo to CHRO.Mr$.$ Dunn came to JSU because he wanted to be in a more strategic role that directly contributed to bottom line and success of the company. While this is not his first time leading an HR team, this is his first time leading with a strategic focus.Prospect Background:$-$ From LinkedInMr. Dunn has his MBA from University of Alabama and he took many classes with Ms$.$ Miller while they were pursuing a MBA degree at UA$.$ Mr$.$ Dunn earned her Bachelor's degree from Jacksonville State University and he had dual degree of management and psychology. Under his profile summary it describes him as: "A human Resource Professional, award$-$winning executive, innovator, leader, and my passion for inventing new, more powerful and profitable ways to solve business problems has enabled me to advance continuously throughout my career. Having earned various human resource leadership roles, I am now a key member of the Jax State Human Resource team. I am particularly interested in joining a team with not only employee benefit challenges but also able to contribute to the bottom line." The only recent update to his profile is that he is now the HR director at JSU, but there are no additional details.$-$ PersonalityMr. Dunn is amiable but also self$-$assured so it seems he wants to get the business done. He wants to speak his teams and MBA experiences with Ms$.$ Miller.Situation:$-$ President of JSU has tasked Mr$.$ Dunn with cutting overall cost by $10\%$ while growing revenue by $15\%$ in $2025.$ He is nervous that he may not be able to achieve the goal since he is never been in a strategic role before. He has limited experience with PEO service by Lyons and he was surprised when the sales rep reached out to him. He thought that Lyons Hk only worked with profit organization. He took the meeting out of curiosity since he is new to the strategic HR director role.Company Goals and Issues:$-$ The overall corporate objective for JSU for $2025$ is to increase revenue by $15\%$ while cutting cost by $10\%-$ Mr$.$ Dunn must have a plan to President within the next $8$ weeks.$-$ Mr$.$ Dunn's number $1$ task as HR director this year is to support the continued growth of JSU while controlling cost and increasing efficiency human resource management.Challenges:$1.$ Limited HR Expertise: Many small businesses struggle with managing complex HR processes and compliance issues due to limited internal expertise$\mathrm{.}2.$ Resource Constraints: Small businesses often lack the resources to invest in dedicated HR personnel and systems$\mathrm{.}3.$ Changing Regulations: Frequent changes in labor laws and regulations pose a challenge for businesses to stay compliant.Your Task:Develop a sales strategy that demonstrates the benefits of partnering with your PEO to address the HR challenges faced by local businesses. Your strategy should include:$1.$ Needs Assessment: Explain how you will conduct a thorough assessment of each client's HR needs to tailor your PEO services and showcase your commitment to addressing their specific pain points$\mathrm{.}2.$ Customized Solutions: Present how you will create customizedHR solutions that cover payroll, benefits, compliance, and more, saving businesses time and resources$\mathrm{.}3.$ Cost Savings: Highlight the potential cost savings for businesses by outsourcing HR functions, including reduced overhead costs and streamlined processes$\mathrm{.}4.$ Risk Mitigation: Showcase how your PEO's expertise in compliance and up$-$to$-$date knowledge of labor regulations will help businesses avoid costly legal penalties.