reference projects
30 MILLION OF NEW REVENUE WITH EXISTING CUSTOMERS? NO PROBLEM!
A very successful service provider, the market leader in its industry,
was faced with the following situation: Owing to its high standard of
performance and the good sales work of its sales team this company
already possessed 80% of the market shares of its industry.
Market surveys had shown that 10% of the rest of the market were not
interesting for this company as these market shares were not tied to
any special services and therefore could essentially only be acquired
through a price battle with competitors.
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SWIFTLY SET-UP A NEW SALES STRUCTURE, NEW SALES REGIONS, A NEW SALES STRATEGY AND NEW SALES TARGETS? THAT’S ALSO POSSIBLE!
We had received a new, extended assignment from a service provider that
we had been accompanying with advice and training for 3 years already.
In September we had discussed carrying out a series of general sales
trainings for the following year. The aim of this measure was
essentially to further professionalize both the field sales force and
the internal sales force and to train it for the changed strategy.
A new managing director was then appointed for sales in November. We
had a meeting with him for the first time in the middle of December (we
call him Mr Stelten) in order to present the already created training
programme for the next year to him (at least this is what we thought on
the way to visit him).
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FINDING AND INCREASING POTENTIALS.
HOW YOU CAN ACHIEVE 25% MORE GROWTH OVER 2 YEARS WITHOUT PROLIFERATING THE AVAIL-ABLE RESOURCES.
A large European service provider had been sold to 2 international
banks. Of course these expected bank type returns from the purchase.
A well-known strategic development company had been called before us in
order to examine the initial situa-tion and develop corresponding
recommendations. A managing director of the company, who had been
recently appointed, knew us from a past cooperation and called us one
day: “… We have produced lots of paper and PowerPoint
slides here. However, somehow we are not making any progress. My
feeling tells me that we cannot implement it with them. The analysis
itself does not produce any clear results either. Can we meet next
week?”
At the meeting we were then able to have a look at and scrutinise
essential parts of the collected materials.
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Robert Fritz