Raise your game and strive for excellence
Enhance your commercial operation system to boost growth, profitability, customer retention & advocacy.
"Excellence is doing ordinary things extraordinary well"
John W. Gardner
REINVENTING SUCCESS
In today’s fast-changing and competitive markets, commercial organizations must continually reinvent themselves to achieve and maintain excellence. The systems that work well today may not be equipped to handle the challenges of tomorrow. Therefore, whether you're aiming for growth or simply striving to maintain the status quo, having a robust and adaptable commercial system is essential for success.
WHY INVEST IN COMMERCIAL EXCELLENCE PROJECTS
Grow sales revenues
Prioritized markets, customer targets and offerings. Structured account management, territory sales and segment-focused sales tactics and processes
Develop new customers
Structured business dev't campaigns with quality lead generation and diligent sales management process
Increase profitability
Differentiated offerings & pricing, diligent process in managing price and other commercial concessions, effective expense management
Improve Customer satisfaction, retention and advocacy
Deliver on customer's expectations and give customers a reason to stay with you and refer you to their network
OUR COMMERCIAL EXCELLENCE FRAMEWORK
We perform a holistic review of your commercial operation system, including target market segments and customer base, value proposition, go-to-market structure, sales team and channel partner effectiveness, operational efficiency and other areas. This to ensure that the entire organization works in alignment toward growing sales, profits, and customer satisfaction. Our Commercial Excellence model is built in a modular framework, allowing us to customize project scopes to meet specific client needs.
SERVICE ADDRESSED TO:
Local SMEs
Local companies with the ambition of implementing growth initiatives across Southeast Asia
International
SMEs
International companies with the ambition of entering or expanding in Southeast Asia
MNCs
MNCs running their own growth initiatives - We can work embedded in your teams as an extension of your organization
Consulting & Investment Groups
We can work embedded in your teams on commercial due diligence and commercial excellence projects with your clients
SCOPE STRUCTURES:
Expert Advice
We can perform the review, provide recommendations and leave implementation of improvement actions to you
Project Implementation
We take the lead on the plan implementation as an extension of your organization
Retained Assignment
We are fully or partially dedicated to your organization for specified periods of time
Frequently Asked Questions
When a review of the Commercial Operation effectiveness is advised?
Primarily, reviews are prompted by a drop in commercial performance, indicating a health check is needed. This includes issues such as declining sales revenues, reduced order volume, challenges in retaining customers, a lack of new customers, unprofitable orders, pricing inconsistencies, an imbalanced product mix, decreasing margins, expenses with poor/nil ROI, and staff frustration and conflict. If the commercial organization appears to be malfunctioning, it likely is.
Additionally, a review is always warranted during defining moments of organizational transformation. This includes major product launches, the addition of a new product line, entry into a new market segment, mergers, acquisitions, and other situations where the future looks significantly different from the past, necessitating an adjustment or reset of the commercial system.
We have run this operation for years; how an external consultant would know better than us what's needeed?
If you believe your commercial operation is functioning at its design point, there is no need to invest in improvements. However, if you are dissatisfied with the status quo and are considering potential improvements, an expert external consultant can bring in a fresh perspective, proven expertise and valuable experience. Over time, organizations often become complacent and protective of the status quo. Capable consultants can identify shortcomings and opportunities for improvement that your own staff and leadership might overlook or be reluctant to acknowledge.
Your Framework looks very complex for our simple purposes; can it be customized on our needs?
The Framework has been developed to provide a comprehensive and holistic approach to the various aspects of commercial operations. Its modular design allows for customization based on specific client needs.
We are interested in a review of our sales organization structure for improvement; is it a scope you can perform?
Yes, the structure, focus, and direction of the sales organization are crucial components of an excellent commercial operation. We can add value by reviewing and proposing improvements to these areas.
We just need sales training; is this a scope you would be interested in performing?
If you are interested in tailor-made sales training to meet specific objectives, we will be glad to review your needs and propose a customized program. For general-purpose sales training, there are many packaged courses available in the market. We can help connect you with suitable providers.
We are very busy around here; will we have to engage our own resources in a Commercial Excellence project?
Indeed you and your organization will have be involved. Depending on the scope and complexity of the project, we need to understand how your commercial organization operates and identify the most suitable improvements for your specific case. This requires the involvement of both your staff and leadership organization.
We are an Investment Group seeking for outsourced expert advice in assessing the commercial setup of a target acquisition.
Yes, we can help you with that.