Methods

We stand for improving your results. In doing so, we use a number of proven methods to help you achieve your goal(s).

Our starting point is: we don't want to complicate things unnecessarily. Commerce is not rocket science, not a mystic ritual for the initiated, nor is it an innate talent. Commerce is a skill that can be learned and that requires discipline.

Commercial employees prefer to be busy with their profession. They are entrepreneurial, creative, opportunistic, customer-oriented, result-oriented and, above all, action-oriented. Practice shows that they are not in urgent need of abstract methods of thinking about markets and customers, schemes with various layers of commercial awareness or the use of time-consuming tools of which the usefulness has yet to be demonstrated. If, two months after a training or workshop, you would ask a commercial employee to explain again what such a method, scheme or tool entailed, there is a good chance that there will be a counter-question: can you still explain it yourself?

If there is one thing that stands out about training courses or workshops for commercial employees, both operational and management, it is that of all the material that comes up during such a session, sometimes only one part sticks: a clear, concise method or approach, which is immediately recognizable to everyone. Such a method is often represented by a simple (word) scheme, which is easy to apply and to which a catchy name or slogan is linked, which everyone remembers. Such a method is so good that even years later, every salesperson who has had the training still remembers the name or slogan and still knows how to apply the method.

A simple example of such a concise method is TIPS: Trends – Implications – Possibilities – Solutions. This method teaches commercial employees not to immediately start a monologue about solutions with customers, but to use the aforementioned order of discussion topics. Apart from the fact that this method is effective in all its simplicity, commercial employees also remember this method due to the fact that you should not reverse the order of this method (SPIT), because that shows little decency towards the customer.

There are experts who are only too happy to proclaim that commercial methods become obsolete. Sometimes that's true, but in most cases it's nonsense: the simplest methods hardly become obsolete, because they touch the almost timeless core of commerce, of how to deal with markets, customers and opportunities. The argument that commercial methods become obsolete is mainly intended for organizations that are disappointed with their current commercial methods. Such organisations are a willing audience for 'new', more complicated methods, which are offered in combination with ingenious schemes, 'useful' tools and weeks of training, and for which these organisations are happy to promptly pay a lot of money.

In doing so, these organizations ignore the real problem: it is not that their current methods are outdated or do not work, it is that these methods are not applied consistently. That's why they don't seem to work. Within these organizations, there is a lack of discipline to use any methods. And as long as that discipline remains lacking, the new training courses, introduced at great expense, will not work either.

That is why we do not want to complicate things unnecessarily. Our methods consist of a combination of successful, easy-to-understand and easy-to-apply elements from proven commercial methods. We have omitted the complicated elements, which mainly serve as frills and add the least.  The fact that we keep it simple increases the chance of success within your organization many times over:

• Our methods are easy to remember.
• As a result, our methods require less time to learn how to apply.
• Our methods are easy to discipline and apply consistently.

With our methods, we focus on the following key areas of Business-to-Business commerce and result improvement.

Account management

We define account management as the process of managing and maintaining long-term relationships with customers. It involves understanding the specific needs of individual customers, providing personalized support and solutions, and striving for customer satisfaction and retention. The main goal of account management is to foster lasting business relationships and maximize mutual value: the value that the organization provides to its customers, and the value that the organization receives from its customers in return. It goes without saying that we focus on the purpose and belief of the organisation.

To improve account management processes, we use the following methods:

• Client Relationship Navigator
• Client Process Navigator
• New Business Navigator
• Account Plan Navigator
• Opportunity Navigator
• discipline

Sales

We define sales as the process of offering products or services and transferring them to customers in exchange for payment. It involves identifying potential customers, understanding their needs and wants, presenting solutions that meet those needs, and convincing customers to make purchases. Sales is an essential part of business and requires effective communication, relationship management, and persuasion to be successful. Just as with account management, also with sales we focus on the purpose and belief of the company.

To improve sales processes, we use the following methods:

• New Business Navigator
• Opportunity Navigator
• Sales Cycle Navigator
• Deal Navigator
• Best Value Navigator, gebaseerd op de principes van Dean T. Kashiwagi
• discipline

Change management

We define change management as a strategic approach to planning and implementing change within an organization, to smoothen the transition to new processes, structures, or systems. Change management is critical for organizations dealing with change. It helps to minimize the risks and negative effects of change while increasing the chances of success. Effective change management contributes to a flexible and resilient organization that is able to adapt to the ever-changing business environment.