Industry practices

Over many years we have worked in most main industry sectors.

In this section we have summarised one typical project in each sector to offer an idea of one of the typical issues that we address. The summary highlights the core issue and questions that the project addressed.

Whether the support is a three month local intervention or a two year global transformation, the general approach is the same. We will work closely with the management team at all levels to support the achievement of the agreed objectives.

The general approach is:

• Agree the commercial objectives for the project
• Identify the core issues and questions to be addressed
• Conduct the analysis and diagnosis
• Consider the learning and draw conclusions
• Identify and agree the opportunities and priorities
• Agree the action plan and support required for the plan
• Implement the plan
• Measure the impact versus the initial commercial objectives

1. Cross selling – range selling
2. Segmentation and Value Selling
3. Prices and terms harmonisation
4. Customer acquisition – industrial sales
5. Sales operation re-structure
6. Profit and Margin growth 
7. Business integration
8. Key account management and development
9. Senior Manager coaching and support
10. Merger and acquisition
11. Sales force best practice
12. Restructure and strategic planning
13. Pre-acquisition audit for due diligence
14. New customer acquisition
15. Retail distribution and point of sale impact
16. Customer management and development
17. Direct sales and marketing support
18. Market entry
19. Sales and management skills development
20. Global account management