The value chain and selling process are becoming significantly more complex. Even though connectivity has facilitated global communication, product customisation and expanded target markets, this has ultimately raised end customers’ expectations – in terms of tailored goods & services, consistent service and centralised point of contact.
Additionally, as operations become more global, the more crucial is that planning processes are firmly integrated across all internal systems. As complexity grows, it becomes more fundamental to ensure that all systems are properly structured and modularised to fit the needs of the organisation.
The traditional “product-push” notion, while still relevant, has been making way to a more consultative, long-term collaborative approach for the success of any organisation. Despite being aware of this phenomenon, companies are still struggling to get a clear picture of their end customers’ needs as they might have distinct systems servicing different lines of business and geographies, resulting in inadequate data collection. In extreme circumstances, their might be a lack of good data altogether.
How we can help
Selling is primarily about building the necessary skills to interact with end customers. Nonetheless, processes and technologies also play a role in the overall value chain. In particular instances, the interplay across all of these components could be significantly complex that it bears a direct impact on the productivity of sales channels and their impact on growth.
We can help you with:
- Understand your customers' needs;
- Measure the profitability of different customer segments and markets;
- Evaluate new target markets and assess different product, pricing and distribution options;
- Identify improvements to your sales channels and sales management processes;
- Develop effective customer -segmentation, -service and -retention strategies;
- Get buy-in from key personnel to ensure that your organisation’s systems, processes and culture reinforce the proposed changes which are intended.
Therefore, our assistance spans from aggregated planning (comprising Sales & Operations planning) to detailed scheduling. Implementing a well-structured and integrated planning process enables the systematic harmonisation of the organisation’s goals around a “single version of the truth” that drives all operating activities.
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