STRATEGY
STRATEGY DESIGN
A strategy must be simple, and your grandmother must understand it; otherwise, it will most likely fail and not work in practice. It is vital to keep it simple.
ORGANIZATIONAL DESIGN
A company’s organization must support its strategy. If you want to make the best pizzas globally, you probably need a world-class pizza maker.
STRATEGY IMPLEMENTATION
Many strategies stay in excellent PowerPoint presentations. That is why it must be anchored in the organization and implemented correctly. Many companies fail in this phase.
COMMERCIAL EXCELLENCE
MARKET UNDERSTANDING
Understanding the market game board, including industry trends, competition, and macro factors, is crucial for succeeding.
CUSTOMER TARGETING
Targeting the most attractive customers and prospects in the market is vital. Start by identifying segmentation objectives and focusing on the market potential across segments, geographies, and industries.
GO-TO-MARKET STRATEGY
Having the optimal go-to-market strategy helps companies unlock untapped potential through new sales- and distribution channels.
COMMERCIAL ORGANIZATION
Having the proper commercial organization with a value-based selling approach can create tremendous effects if done right.
WAYS OF WORKING
Having a proper sales toolbox with aligned sales processes can increase sales efficiency, top-line growth, and transparency.
SALES MANAGEMENT
Having salespeople beyond excellent is a must to succeed in sales. However, the most important is to have skilled sales management to coach and develop the sales force.
SALES ENABLERS
Having the right skills, capabilities, and digital sales enablers, e.g., CRM, CPQ, et cetera, can foster top-line growth, transparency, and high employee retention.
PERFORMANCE
To ensure maximum impact from salespeople, implementing individual targets and the right incentives is vital, as well as having clear KPIs and transparent reporting cascading from top to bottom and vice versa.
PROJECT MANAGEMENT
PROJECT MANAGEMENT
Many projects fail due to a lack of project management, unclear objectives, people, culture, and ownership. The pyramids would not have been where they are today without proper project governance.
PROJECT MANAGEMENT OFFICE
Many companies have difficulties in managing one project; what about several? Imagine an airport without a control tower. We need to monitor projects to succeed.
PROJECT ORGANIZATION
Many projects fail due to a lack of project management, unclear objectives, culture, and ownership. Having the proper project organization will help to avoid that.
CHANGE MANAGEMENT
CHANGE MANAGEMENT
Having the right people with the right mindset is vital to succeeding with any project. Projects often fail because they are not anchored in the organization.
COMMUNICATION
Change management is pretty much about clear communication. It is essential to say the right things at the right time and to the right audience.
ORGANIZATIONAL CHANGE
Successful change initiatives start at the top level. Cascade the plan down in your organization and make sure to reward and celebrate success.
