Where Now Consulting 2019 Focus
As we are approaching the end of another year, we thought it would be good to share a snapshot of some of the work we have carried out during the last six months. The period has certainly seen a wide variety of activities from market entry through to long range strategic planning. Given the nature of our work we have excluded our client names for confidentiality reasons.
Sales strategy and deployment. Working for the subsidiary of a multi-national company we have been engaged to help redesign the sales approach to the market. Our client is a market leader in their sector and region but was concerned by changes to the market structure and competition. After a review of the current sales and marketing organisation, and market needs, the sales strategy has been updated to increase effort on sales to existing customers and channels whilst increasing the focus on the new customer needs and buying behaviours. Our work has included development of new roles and updating existing roles to meet client needs. Sales targets have been updated as have remuneration structures and the tools to support the business. In addition to the sales deployment and strategy we have been engaged in defining the business information needs, supporting the business in specifying system requirements, then selecting software partners for the CRM and ERP systems and supporting the management of the systems implementation.
Strategic planning for growth. Our client is a successful UK manufacturer. Whilst the company has experienced good profitability in recent years growth has been challenging and they have seen their main competitors grow and take market share whilst their top line has been relatively flat. Where Now Consulting Ltd was engaged to help the company build a new strategic plan for growth. We are now working with the company to help achieve these objectives.
Managing distribution partners. Operating in overseas markets creates additional challenges when managing partners. Our client was experiencing difficulties managing the relationship between 2 distributors in the Middle East. Where Now Consulting worked with the client and the distributors to understand the market, the challenges and conflict between the distributors. Where Now Consulting developed a project registration system that encourages proactive sales activities whilst protecting the investment made by the dealers reducing conflict between the distributors to allow the business and the distributors to concentrate on securing business.
New export markets. Our client is a major player in the construction materials segment in the UK. The leadership team have developed a strategic plan that includes expansion into new markets. Where Now Consulting were initially engaged to carry out a market entry assessment looking at possible export markets and assessing which markets held the most promise for future export expansion. A short list of export targets has been agreed and we are now supporting the client to develop specific market entry strategies for the selected markets.
Sales enablement. Maximising the customer experience and sales time are key elements in managing efficient sales teams and increasing sales. Our client, servicing the leisure industry, was struggling to effectively manage the sales process, particularly regarding the quotation and order management processes. Where Now Consulting carried out a review of the current processes and worked with business leadership to highlight areas of potential improvements both in terms of processes and systems.
Sustainable Growth. Managing rapid growth can be a challenge for all businesses. Our client, a web-based business in the recycling/re-use segment had seen rapid growth of over 50% per year consecutively in the last 3 years, impacting operating systems, leadership and cashflow. Where Now Consulting and been working to develop the systems, processes, leadership and controls to allow the business to continue its growth and to maximise on the market potential. Our work has included team development both in terms of roles and responsibilities, implementation of business tools and systems to effectively manage growth and finances, introduction of cashflow management forecasting to manage the risk of overtrading and, most importantly, creating time for the founder and managing director to focus on the next steps in the growth of the business.
Business trends. Understanding market trends and sales pipelines enables companies to plan future capacities and investments. Where Now Consulting carries out adhoc and regular market trend surveys for companies looking to understand their markets either directly with an end customer trend surveys or confidence trend surveys of distributors.
If you would like more information on the topics mentioned above or are looking for advice relating to the growth of your business one of our team would be delighted to assist.