Commercial Strategy

Embracing the key levers for topline growth


Key challenges

Optimising sales, marketing and pricing are related to several different challenges:

  • What is the potential for optimising pricing via, e.g., increase, differentiation, bundling, value added services, surcharges?
  • Which sales channels are the most valuable?
  • How should the sales force be organised to be most effective?
  • What is the right balance between human and digitally driven sales and marketing?

 

Our services

Commercial excellence is often a cross-organisational improvement process. We work with sales and marketing divisions, as well as product development and operations on these topics.

  • Channel strategy, including targeting and segmentation 
  • Sales effectiveness, pricing and marketing effectiveness
  • Pricing optimisation, including national vs. regional, benchmarking

 

Examples of our proprietary concepts and methods

  • Pricing lever library and sample results
  • Commercial excellence process framework
  • Sales KPI database
  • CRM capability model

 

Selected case studies

Product strategy for an industrial company

Product strategy for an industrial company

A business unit of a large industrial conglomerate of Danish origin was unsure where to invest future R&D spend to meet…

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Revitalising the innovation capabilities in a design company

Revitalising the innovation capabilities in a design company

A design company had grown significantly over the last few years and the organisation had consequently been set up for d…

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Supply chain optimisation for a fast growing design company

Supply chain optimisation for a fast growing design company

A leading European design company had experienced steep growth in sales over a few years and had not aligned its organis…

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Growth strategy and new operating model for leading supplier of spare parts and services

Growth strategy and new operating model for leading supplier of spare parts and services

A global supplier of aviation spare parts had invested heavily in global processes and technology, but had not seen sign…

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Harmonising business practices in an international veterinary care group

Harmonising business practices in an international veterinary care group

A division of an international chain of animal hospitals wanted to reap synergies across its extensive portfolio of care…

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Improving commercial setup in major UK energy company through best practice change management

Improving commercial setup in major UK energy company through best practice change management

A large company in the UK energy market, while expecting a period of growth and transformation, was determined to improv…

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Go-to-market strategy for a ground breaking innovation

Go-to-market strategy for a ground breaking innovation

A US based technology company wanted to find the best way to approach the market for a ground breaking innovation within…

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Selected perspectives

Smart Homes: Clever Strategies Needed

Smart Homes: Clever Strategies Needed

June 2019

Three competitive battles are likely to play out in the near future as the war for convenience, design and sustainabilit…

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Getting Sourcing and Procurement Right in a Global Conglomerate

Getting Sourcing and Procurement Right in a Global Conglomerate

February 2012

If your purchasing people are sourcing and your line managers are procuring you are not exploiting your organization’s b…

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Accelerating Digital Disruption in Tableware

Accelerating Digital Disruption in Tableware

June 2019

Manufacturers of premium brands in the tableware market are creating new direct-to-consumer digital channels, intensifyi…

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