MORE PROFIT THROUGH THE SELECTION OF CUSTOMERS!

ALEXANDER REYES-KNOCHE

  • What is the situation of your business in each business field?
  • What are your business field strategies?
  • How strategy-consistent do your sales and distribution teams work?
  • How short and long-term oriented do they act?
  • How do you recognize holistically attractive customers for your business?
  • How will you support your markets and selected customers in the future?
  • Which customer will get which adequate attendance in the future?

Customer selection/customer prioritizing does not only save money, it also significantly improves the contribution margin per customer. But it is not enough to have strategies for customer selection and/or customer prioritizing in place. These strategies must as well be understood and actively lived.
Therefore we work out your tailor-made and strategy-consistent tools for customer segmentation and customer selection in collaboration with your close to the market key people at all levels. Subsequently this team defines the appropriate rules of market support and agrees jointly on the necessary implementation steps. The inclusion of all colleagues concerned in the sales process guarantees their acceptance!

OUR APPROACH

1 Getting to know each other
On site
  • Business fields
  • Business field strategies
  • Customer’s perception – What is really important to your customers?
  • Your actual market support
2

Mutual analysis and development
In workshops off-site
  • Customer categories
  • Customer attractiveness
  • Customer profiles and basic rules for market cultivation of buying customers
  • Buying- and Selling Centre
3 Jointly developing guidelines and ensuring their implementation
In workshops and seminars
  • Defining rules of customer support for buying customers for all bottleneck resources
  • Working out a tailor-made customer selection filter for the selection of new customers
  • Developing a tailor-made process for the acquisition of new customers
  • How to make use of recommendation marketing
  • Defining and committing on implementation plans
  • Regular monitoring (on-site)

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