Harvest the Low Hanging Fruits

June 20, 2011

How do you quickly and most efficiently turn-around a sales organization? .....Read more

Portfolio Management

Oct 29, 2010

It is a challenges to any management where to focus resources: in which business area, on which customer target groups, on which product lines, in which region, etc. Frequently, the solving of day to day issues distracts management's attention from the handling the big picture. Furthermore, the knowledge about the company's as-is situation is often blurred by the amount of information available.

New insight can be obtained looking at the business as a suite of interrelated portfolios.
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Sales Opportunity Management

Aug 16, 2010

Sales opportunity management is the key to improving results. A lot of companies struggle with identifying and prioritizing the best sales opportunities amongst their prospects and amongst the deals they're working on.

Best in class companies do a great job at sales opportunity management by spending regular time systematically analyzing their pipeline, analyzing each customer opportunity, and prioritizing the allocation of resources to make sure that the focus are on the most valuable and profitable sales opportunities of the portfolio and converting these into contracts.
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Drop the Troublesome Customers

Aug 1, 2010

In times of fierce competition and in the aftermath of the financial crisis no company can afford to serve customers who do not create some kind of value to the selling company in relation to the efforts made by the company in serving these clients. Value might be in the form of profit but may also be caused by other factors, e.g. increasing the company's purchasing power or the client being a strong reference.

A Fall 2009 survey conducted by Business Danmark showed that 20% of the clients of every 4th company were bad customers. 85 pct. of salespersons answered positive on having customers, who do not create value.
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Sales Portfolio Management

Testimonials

  • "We increased the efficiency of our sales force by 50 pct. by systematically identifying the most interesting sales opportunities in terms of value and profitability. Applying the dynamic and "easy-to-use" sales tool we were able to quickly select the best 30 targets from a list of 150 potential sales opportunities."
  • "Easier identification of attractive opportunities"
  • "Quick Overview"
  • "Clear identification of the low hanging fruits"
  • "Focus on where efforts are required"
  • "The tool gave me a clear indication of which direction to go in a difficult customer decision"
  • "Easy to use and immediate results"
  • "Quick hatching out in leads that does not really lead to anything"
  • "A relevant product for any account manager. It gives an immediate and comprehensive overview of customers after answering few but relevant sales qualification questions".

Strategy Review

Testimonials

  • "The method is down to earth";
  • "Contains what is required to analyze a company and come to concrete actions";
  • "Provides a more strict business case";
  • "Visibility on the companys capabilities;;
  • "Rapid identification of problem areas";
  • "Good to jumpstart integration processes";
  • "Extremely useful to the due diligence processes for acquisitions. Could impact the multiplier by 1-2 points!";
  • "Effective transfer of knowledge from the acquired to the purchaser";
  • "Using this method in our internal auditing process helped us focus directly on areas where we needed to take action. We have been able to increase the precision in our work, while at the same time saving 75 per cent of our working time.".