Business Transformation
From secondment
To Service
The 4th Industrial revolution forces us to transform our business. The impact on markets and society is high and forces us to react to the latest technology and social trends. Buying and consequently selling has changed dramatically. As the McKinsey Consumer Decision Journey describes, customers are influenced by many factors and seek for information about solutions and products on their own before reaching out to you. Changing markets and increasing competition lead to the situation that your products and services canto turn into commodities or can even become irrelevant.
Sales executives complain about the fact their work has become less consultative and sales pitches are turned into com-pliancy pitches. Can you comply to all requirements your customer dictated? Before customers reach out to you they have already developed their own solution. This is the case in 60% of the situations and all you can do is comply to the scope of work and the proposed solutions. In most cases you are also competing with others.

Be pro-active instead of reactive We can help you to be proactive instead of reactive. Successful service providers challenge their customers and establish a position as trusted adviser. Instead of reacting to the customers’ demand. An RFI or RFP issued by the Purchase department, you talk with business leaders about their challenges and problems. Our four step Road-map ConsultingMethodology has developed a successful road-map to achieve this. It is based on the knowledge and experience of professional consulting firms and leverages concepts like Insight Selling, Issue Based Consulting, Storytelling and Management of Change techniques to reach results. The approach is Top-down and starts with challenging and improving your business strategy in 4 steps:

  • Develop the right strategy and set goals
  • Develop or improve your strategic service propositions
  • Apply the right sales strategy
  • Embed the new strategy in your organisation and equip your people with the right tools