Commercial Success Framework
Lasting maximum commercial results
Win more deals!
During the bid phase (quote phase) there are usually multiple suppliers. With five suppliers, each supplier has, statistically speaking, a 20% chance of winning. In reality, of course, there are suppliers who have a better chance than their competitors. If all roles in your Marketing, Sales and Bids departments are filled and you score around the statistical average, then there is clearly room for improvement.
The CSF is a unique method that brings improvement opportunities of essential commercial functions (Win Enablers) to the surface. In doing so, the entire commercial chain is explicitly examined, and in particular the way in which the three commercial departments communicate and collaborate with each other.
What's in it for me?
All available potential is optimally used, and maximum results are achieved by organizing the entire commercial chain more efficiently and effectively. In order to continuously monitor the status of this, Active Monitoring is offered as part of the CSF. Active Monitoring measures the improvements and gives the user full insight into the status of the commercial strength.
The result:
– Higher win potential
– Better sales results
– Optimal collaboration between Marketing, Sales and Bids.
– Continuous monitoring of commercial strength
From Powerful Analysis to Robust Implementation
Clear Phasing
A transparent phasing with a clear planning and clear results at the end of each phase. The CSF has the following phasing:
1. Analysis
The first phase starts with an effective data investigation. For this purpose, data points are used that are related to the Win Enablers. A mathematical algorithm developed by YellowForest is used to identify data points that have demonstrably made the difference between winning and losing deals. The outcome of the analysis is therefore fully transparent and entirely based on data. Based on the outcome, a representative number of deals (won and lost) are selected, including the team members who were involved. Then, with the data investigation as a starting point, surveys and interviews are held with those team members to jointly arrive at a conclusion about the root causes of the dysfunction of the Win Enablers in question. For each root cause, clear and realistic improvement advice is given to improve the sub-optimal functioning of the Win Enablers in order to maximize the win potential. Improvement advice is assigned a priority in order to realize the desired improvements as quickly as possible.
2. Active Monitoring during the realization of improvementstion
During the implementation phase YellowForest remains involved with Active Monitoring. We use data to continuously gauge the effect the implementation has on the development of your commercial strength.
3. Active Monitoring
After completion of the implementation phase, YellowForest can also deliver Active Monitoring on a subscription basis. This means that commercial effectiveness is continuously monitored and trends in its development are immediately made visible.
