Commercial Excellence

An organization with a clear, internally supported vision and strategy is well under way. But as long as this vision and strategy are not served well by the commercial operation, the results lag behind.

We help make concrete improvements and priorities in your marketing and sales operation. In order to do so we analyse processes, personnel, systems and the governance of the commercial functions.

With our approach you will come to the core quickly, with a strategy that is not only objective and fact-based, but also accepted by those involved. The result is a measurable increase in the return on investment (ROI) of your marketing and sales.

Speed up to concrete and supported action

Together with those involved we carry out a pragmatic analysis of the entire marketing and sales operation. We do this by using our Commercial Excellence Framework. Next we develop a concrete and pragmatic actionplan with those involved using our strong canvas tools such as the Planning Canvas. This comes down to the following:

• Quantitative analysis of commercial OPEX and productivity drivers
• Interviews with key stakeholders
• Observation on the work floor
• Uncovering the most important bottlenecks together
• Developing and actually launching (supported) solutions together
• Developing concrete actions, planning and working arrangements
• Establishing a solid business case

We are strong in this area. We know how to keep the analysis lead time short and know how to avoid getting stuck in the analysing phase without any concrete action. To expose bottlenecks and develop and initiate solutions, we spend a lot of time in workshops with the team in question. And – important – we don’t rest until the solutions are really secured and launched.