Services

We advice clients on growing their business throughout numerous regions of Europe. With our in-depth knowledge of the local markets we are often used as a sounding board for the initial business planning and go-to-market strategies. Our Sales methodologies are targeted towards B2B and large strategic sales & agreements. We do not engage in pure product sales or B2C. Our methodologies are underpinned by a strong belief in Value Based Sales and Storytelling techniques.

In sales there is no such thing as second place. Obviously we all learn from our mistakes.  For up to 30 years our most senior advisors have worked in senior positions across Europe. During this time Sales and Business Development have become recognized professions and as always the functions that keeps the business running and growing. The complexity is ever increasing, the business models keep changing. How do you create an agile Sales function without loosing productivity? How do you retain speed, creativity and growth in an ever changing and heavier regulated market?

Our core offerings centre's around:

Sales Strategy

Storytelling

Win Strategies

Sales Management

Sales Execution

Our team have the skills and experience to execute strategic, large and complex opportunities. We can find, develop  and close.

Customer Retention/Account Management

The challenge with existing customers is that you often can’t identify the opportunity to expand existing services and end up providing the client little new during the lifetime of the agreement. You often end up only focusing on the contracted Services. Not long before expiry or renewal you discover that it is important to renew your contract with the client. At this point, when you have very often failed to pass on the savings during the contract period to the client, the client realise that the price point for your Services have dramatically changed. They realize that you have had increased margins year over year and not passed any of the savings to the client. This is a cardinal mistake. In most large outsourcing contracts, the client, after reviewing current cost with the current market benchmark is ready for a new tender. You are too late or end up in a costly tender situation which could have been avoided in the first place.

You might fool yourself and believe that clients transition cost will come to your rescue – in most cases it will not.

We provide hands-on measurable assistance and advise in retaining and growing your existing customers. A key to solve this issue is to make sure you provide measurable value to the client and continue to innovate with the client in the contract period.

Customer acquisition/Business Development

Our main expertise is in the B2B direct sales. Our Sales approach is based on Value based sales and Storytelling as a methodology. We typically engage with clients that deliver high value based Services with multidisiplinary offerings with a TCV from 10’s to 100’s of million USD/EURO. We have long experience in how to structure complex deals and in explaining the value of the offering to the client.

Often companies forget that with large complex deals the main competitor is not always your usual competitor but the one that either a) is disrupting the market or b) the invest is competing with an investment which is completely unrelated to what you are offering.

We all think that what we sell and deliver is the most important, but as always, if the client perceives the Value to be higher for something else you will not get your contract. You did not loose to a competitor, you lost to someone the client perceives to provide them more value.

Perceived value defines the result!

Upsell or X-Sell/Business Development

The magic words. The magic word that justifies many an acquisition. For anyone that have received a portfolio of Solutions and/or Services in their lap a distraction to their business. For many a client a distraction too.

How do we really upsell or x-sell? In our experience Innovation and cost are key to success. It is hard to find clients that do not enjoy a direct cost saving. Unfortunately most acquisitions is not based on providing clients cost-savings. The client will in many cases see that they are now spending 2 or 3 times as much money with you as they did before. That requires discount. This is the time to look for Innovation, let’s hope you have not just been enjoying the margin for years already and have managed to put yourself in the leaders chair as the preferred and innovative partner pivotal to the clients business. If not, it is time for you to rethink how you deal with your clients and start to re-define your entire messaging with a clear message to the client about the value you bring and how you can improve the value to the client in the future.

MARKET ENTRY STRATEGY

The clients perceived value of your offerings will define the results with the client. If you want to make sure that your Value is fully understood and recognized with your clients we are happy to bring our experience to you.