Win Enablers
Win Enablers determine the commercial strength
The basis of the Commercial Success Framework is formed by the Win Enablers. They represent essential commercial functions that make the difference between winning and losing. For maximum commercial effectiveness, all Win Enablers must be set to 100%. If certain Win Enablers perform sub-optimally, the win potential decreases measurably and with it the commercial result
De Win Enabler ‘Trust’
Without a healthy foundation of trust between seller and buyer, the win potential of a deal is downright low. This certainly applies to Business-to-Business deals when it comes to large and complex offers. These usually involve substantial budgets and therefore pose a significant risk. The purchasing party can usually only spend that large budget once, while a wrong choice can hinder or even damage their crucial business. The Win Enabler Trust is therefore a major factor within the CSF.
To find out how the Win Enabler Trust scores, it is not enough to ask a direct rational question such as: “So, do you have confidence in our solution?” The answer to this question will usually be politically colored. Indicators are used to get a realistic picture.
As an Indicator of Win Enabler Trust, the question is asked more indirectly, for example: “Has the customer shared budget information in advance?” This question can easily be answered with ‘yes’ or ‘no’ and in practice it is often the case that a customer only shares sensitive information if there is sufficient trust in the provider.
The unique indicators provide an accurate picture of how each Win Enabler is doing individually. The outcome of the data research supplemented with all Indicators then provide a solid basis for measuring the health of all Win Enablers.
Win Enablers and Indicators
