We begin and end by the customers
We are constantly working to develop and refine knowledge and methods within the consulting services below. Each of the three services provide value individually, but is also often seen as part of an overall process.
Unique Customer Insight
All companies of course know their customers, but their knowledge is usually flavoured by the daily interaction where practical issues and price talks tend to dominate.
We have developed a special approach to understanding professionel customers. Through deep, qualitative and exploratory dialogues with our clients' customers uncovering their objectives, strategies, mindsets and real-world challenges we identify new and often surprising insights and business opportunities. This gives our clients critical insights about the customers who must deliver the intended growth.
Strategic customer dialogues
Unique insights about your key customers’ businesses – the customers who will be the foundation for your growth.
Qualitative and exploratory dialogues with the decision makers of your customers. It’s an open and listening way, where new openings are pursued and new ideas tested. The conversation is as much a space for innovation as an analysis of customers' needs.
A clear picture of their actions and decisions, objectives and strategic focus, criteria for selecting suppliers, their procurement and decision processes
Their suggestions of where you should develop and where you can help them here and now
Commercial focus
Key take-outs from the market- and customer insight study pointing at the potential to develop your business and create more value to your customers.
Perspectives on the daily business – new value propositions, a stronger market position, more sales
Perspectives on the future business – five year view, new value propositions, business opportunities
Consequences/Recommendations
Strategic consequences and alignment according to your company’s existing business strategy and action plan.
Business Growth Strategy
Our core service is to device sound strategies that make companies more successful. We work closely together with our clients to analyze, map, decide and execute, leaving no uncharted spaces between strategy, culture and daily practice. A robust and competitive strategy is characterized by the fact that it is based on valid data, that all important aspects are taken into account, that it has clear choices and opt-outs, and that it is followed up and implemented in the company. We summarize our mutual efforts in A playbook that provides the answers to five central questions. If you don’t have specific answers to each question, you don’t have a complete strategy. It’s as simple as that.
Future strategic scenarios
Which future business activities of tomorrow’s world will shape our business?
Which macro trends will affect us - i.e. PESTEL parameters?
Where do we want the company to be in five years time and beyond?
Business Strategy Playbook
A playbook that provides the answers to five central questions. If you don’t have specific answers to each question, you don’t have a complete strategy. It’s as simple as that.
Objectives?
Customers & Offerings?
Competitive advantage & Value-propositions?
Competencies & Team?
Management systems?
A prioritised roadmap
A realistic roadmap that can be executed and doesn’t drown the organisation in too many and ill-conceived initiatives.
6. Strategic initiatives, critical for the long-term development
7. An action plan with specific initiatives, typically over a 6-12 month period
Commercial Excellence
When the strategy is put into practice, the alignment to sales is one of the most important focus areas. To ensure that all aspects of the market approach are considered it is important to have a well-oiled Go-To-Market system as a solid foundation for all sales and marketing activities targeting the customers.
Go To Market Playbook
A systematic playbook which defines and describes the six central dimensions in your Go-To-Market approach and ensures alignment across resources and activities and work as a manual in the day-to-day work
Offering & Services
Pricing
Segmentation
Value propositions
Brand identity
Sales process, Customer Journey & pipeline management
Segmented Customer Programmes
Targeted customer programs define how we can work effectively with customers in everyday life. There is a need for customer programs that are described clearly and with differentiating nuances, so that it inspires and sets the direction for all interactions and efforts with the individual customer.
Get, keep and grow objectives and focus
Specific value propositions to segment need
Value creating team selling
Commercial capabilities & leadership
Even the most clever plan is not enough if the organization does not have the critical competencies and are the right organizational design.
Development and training in key competences
Aligning internal organizational resources to customer journey – sales, marketing, customer service, finance etc.
Organizational design & transformation leadership