My proposal
A 360° approach based on your objectives,
which means working on your horizon
For a commercial Company, this is often simple: "increase market shares and results". Yes, but…
How do you calculate and establish market share and target profit?
What strategies should be put in place to achieve these objectives?
The toolbox is the same everywhere: a product and marketing plan, organise the supply chain and a commercial plan. But you have to make them cohesive, and that's where it takes expertise. To achieve this expertise, there is only one thing to do: work and work again.
The key is to align everything efficiently.
This means that you may need to adapt the organisation of your business. Do you use the RACI matrix to define unambiguously who is Responsible, who is Accountable, who should be Consulted and who should be Informed ?
Is the customer at the heart of your KPIs for customer service, On time and In Full delivery, quality, after-sales service, and so on, and for your suppliers ?
You understand, I propose you a 360° approach for each department of your Company.
To satisfy your consumers, you have to answer fundamental questions:
-Is your product offering competitive and does it exceed your consumers’ expectations?
-Are your product lines profitable enough for you, for your resellers, and compared to your competitors?
-Do you create unique brand experiences with your consumers, through digital marketing or real-life experiences?
-Have you established real partnerships with your sales network, with everyone sharing the same vision, risks, and marketing messages?
-Do your salespeople have market share objectives? (oh, we just used the sales from last year !)
- Are those who design, produce and sell your products aligned with the same objectives?
-How do you measure success? If you’re only using internal financial reporting, what about indicators of customer satisfaction?
The whole organization directed towards a single objective: customer satisfaction
In summary
You manage a Company and need assistance, a 360° perspective from an experienced third party, to increase your market share, develop a new business line, or get out of a crisis. I offer a structured methodology to:
-Analyse the market, identify threats and opportunities on your local and international markets
-Design and write with you the long-term strategic plan and anticipate the future
-Build your business plan and concrete action plans with your teams
-Create strong partnerships with your customers and suppliers
-Define the margin structure for your business lines (your results, reseller margin, price)
-Build your product plan, marketing plan and business plan, and integrate it with the supply chain
-Redesign your organisational chart and your operation meetings, their schedule and their objectives.
-Define the RACI matrix of your company - who does what, how, for whom and for what ?
-Analyse your processes to measure the performance and added value perceived by your customers, then define KPIs and improve them
-Coach your Directors and high potential managers