Situations
Situations
What’s changing in your business?
Clients rarely call us asking for training. They call because their business is changing and their commercial team needs to change with it. These are the situations we see most often.
"We've been sales and rebate led for years."
Moving from commodity to specialty
Your strategy now depends on selling on value, but the sales force, pricing and segmentation were built for volume.
How we help →"I've just taken over marketing, and we don't have standard tools."
Building or rebuilding a marketing function
A new marketing leader in a lean organization needs a team, a process and early results, fast.
How we help →"We're a new company with a parent company's marketing habits."
After a spin-off, carve-out or PE acquisition
A new owner or independent company means new growth targets with marketing infrastructure that was left behind.
How we help →"We're about to launch, and the price is cost plus margin."
Pricing a new product launch
A new product worth tens of millions is about to be priced without a view of its value to customers.
How we help →"Leadership wants to know if marketing is the right size, and what it delivers."
Proving the value of marketing
Executives are questioning marketing headcount and impact, and you need evidence.
How we help →"Our market development managers are all engineers."
Giving technical teams a commercial language
Brilliant technical people now own markets and customers, without a shared commercial toolkit.
How we help →"We don't have a structured way to evaluate ideas before R&D starts."
Deciding which innovation projects to fund
R&D is busy, but nobody can say which projects deserve funding or how they compare.
How we help →"We're reorganizing our route to market to grow margin, not volume."
Reshaping the sales force
New customer tiers, channels or owners mean the sales force has to change who it calls on and what it sells.
How we help →Start with evidence
Not sure which applies? Start with evidence.
15-minute call · confidential
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