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

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 Groundbreaking Engineering Innovation

Go-To-Market Strategy for a Groundbreaking Engineering Innovation

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

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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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Growth Strategy and New Operating Model for a Leading Supplier of Spare Parts and Services

Growth Strategy and New Operating Model for a 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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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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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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Selected perspectives

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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Fashion Retail: Shaping the Role of the Digital Twin

Fashion Retail: Shaping the Role of the Digital Twin

February 2020

Almost all fashion retailers have moved online. But will e-commerce really make retail stores redundant? Three major str…

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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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Multi-Room Audio: Which Suppliers Will Listen?

Multi-Room Audio: Which Suppliers Will Listen?

February 2020

The multi-room audio industry is crowded and highly competitive. How do manufacturers continue to set their products apa…

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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 employees are sourcing and your line managers are procuring, you are not exploiting your organisation…

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Telco TV Disruption: What Other Industries Can Learn

Telco TV Disruption: What Other Industries Can Learn

January 2020

Telcos long ago disrupted traditional TV broadcasters but are now hit by three disruptions themselves. Other industries…

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