COMMERCIAL CHANGE

“We are here but we want to be somewhere else”

We have significant experience in all sizes of commercial development projects, from deft responses to specific problems such as sales team targeting or incentivisation, to completely reviewing and implementing new sales and margin growth strategies as part of a long term strategic plan. Clearly our involvement could be short term and simple or a longer term more intimate relationship may be required.

How do you add value in how you sell ?

Most firms claim to be customer focused, but clients have become much more sophisticated, causing you to have to carefully refine your value propositions specifically to niche markets. We can both help you understand how you are perceived in your marketplace and where you can most easily drive competitive advantage.

Our commercial change strategies are about the mechanics of growing your business in changed marketplaces. Simply put, our consultancy activities are aimed at finding effective ways of helping you attract new customers or clients, or selling more to existing customers or clients. This is mostly about having a clear picture of where you are now and analyzing what is practical within a given time frame, and taking planned steps to get where you want to be.

As a first step we might help with customer and market analysis and an objective review of your sales and commercial resources, then use this information to identify quick returns on your investment. In this way an external perspective can be very cost effective.

Other areas of development (in no particular order) could be  

·          market positioning and focus

·          influencing markets and adding Value

·          lifetime value of customers

·          intelligence gathering on competitors

·          building a sales funnel

·          niche marketing

·          client development plans and profitability

·          Key Account strategies

·          marketing plans and activity

·          lead generation

·          What does an idea customer look like?

·          Sales management, effectiveness

·          sales forecasting, targeting and tracking

·          advising on drafting and enforcing sales policies and processes

·          formal proposal and presentation management and writing

·          pitch and presentation rehearsals

Increased business at better margins can come from a variety of sources, and the most appropriate solution for your business will be specific to you. By considering the whole sales process and how activities are monitored and reviewed we could manage a whole sales improvement plan for your business. Contact us for a confidential chat about the issues.