Growing commercial excellence in a B2B environment requires work on three fundamental dimensions: building trust, demonstrating value, and collaborating towards commitment.
Commercial Excellence
“Give the client what they need, not just what they want.”
Benefits
1. Building Trust
Commercial leaders help their people grow in presence and confidence.
They develop awareness of their personal signature and strengthen their ability to connect with others by asking meaningful questions. Through these questions they understand the world of the client better.
2. Demonstrating Value
The value dimension goes beyond selling solutions.
It requires understanding what clients are trying to achieve at different levels: strategically, operationally, and personally.
From there, you bring the best of your organization to the client’s challenge, aligning expertise with their needs.
3. Collaborating towards commitment
The next level is to work closely with your client to translate their needs into solutions, which address their needs as much as possible. That may involve further stakeholder conversations inside the client organization. It includes a creative dialogue between people from the client organization and your own internal experts. Through an elegant process, breakthrough questions and fresh perspectives, new possibilities and solutions emerge.
Approach
We help to design the journey to develop commercial capability, using internal experts, sponsors and mentors and real clients with their worldly challenges. We will work along all three dimensions.
Methods used:
- Focus accounts
- Strategisch account plan & account progressie
- Commercial coaching & mentoring
- Skill labs
- Industry & expertise teams to exchange knowhow
- CRM environment
- Client Value labs
- Stakeholder maps
Do your people understand your clients’ needs?
