How do you most effectively deliver your offerings? Are you fulfilling the value you promised?
Do you live up to your brand promise and deliver on the value proposition you sold to your customers?
In this stage we need to ensure that your operations and delivery of value is aligned with what has been sold. Proof is in the pudding and this is the moment of truth to see if we are fulfilling our brand promise. While the customer must answer this, Sales is the relationship owner who needs to hold this conversation to assess if the final outcome is as expected, if we are falling short, or if we are in fact creating new value which we did not foresee.
Commercial Excellence Strategy
Working with an agro-chemical client we ran a 4-day Commercial Excellence workshop where we reviewed all steps in the value creation process and assessed how the commercial teams performed in each area. This gap analysis then gave focus on critical improvement areas to focus on and a 1-year long Commercial Excellence strategy was developed, one for mature markets and the other for emerging markets.
