Commercial Strategy and Governance
Commercial strategy and governance is the moment of truth where your business strategy is translated into financial outcomes.
All too often, real value is left on the table, discounting is improperly applied, or gaps appear between the 'deal' and the 'delivery'.
Demonstrating better commercial outcomes are of course key to achieving better business valuations.
We have decades of practical business experience in designing commercial models and pricing to maximise value and improving alignment between contract and delivery.
We have taught sales and commercial teams how to negotiate better to achieve desired outcomes.
Please see what we can do to help you below:
Negotiation Training
Often commercial negotiation is treated as an afterthought in the sales process.
Commercial teams are often tasked with managing circumstances that were agreed during the sales process, making it difficult to reset customer expectations that might have already been set.
Ensuring your sales teams are equipped to negotiate throughout the sales process you can take advantage of better terms and setting customer expectations in a way that doesn't lead to later disappointment.
Our negotiation training programme is proven to make a difference by equipping your sales teams with the right tools and mindset to enter negotiations with clients confidently.
These skills can also be useful for non-sales teams, such as marketing, product and finance to negotiate better with suppliers and partners.
What's more, you don't need to worry about taking people out of their day jobs for a protracted period.
Our one-day course will give your teams everything they need to negotiate better.
Pricing and Commercial Governance
Larger businesses will have dedicated commercial controllers policing the proposals sent to customers. They will look to ensure sales teams adhere to certain legal terms and operating profit guidelines are met.
But this is only part of the job.
Good commercial nous shouldn't be limited to bigger businesses or restricted to just those elements.
Every business needs to have a degree of commercial expertise and it shouldn't be restricted to just the basics.
You should be looking at rate-setting, negotiations with clients, innovative deal pricing and options packaging.
This investment in specialist skills might sound like a cost you can't afford, but in reality, you can't afford not to have good controls and insight in this area.
We can help develop your team and create competency where its needed to give you the control you need to grow sales and profit.
Marketing Technology Service Delivery or Partners Selection
Whether you are looking at refreshing your marketing technology stack or contemplating investing in totally new capability, we can help you with the process of finding the one that is best suited to your needs.
With years of experience at working in some of the world's leading marketing technology consultancies, we have experience in writing and pitching for hundreds of millions of pounds worth of marketing technology contracts.
We understand what needs to be covered in the selection process to get the best response from potential suppliers and how to get the best outcomes.
It's not all down to technology, but also how to negotiate with agencies and vendors to get the best pricing and contractual terms.
With our clearly defined process we can ensure you find the right vendor and delivery partner that will fit your needs now, and into the future.
We can help to ensure you reduce your risk of programme failure and can reduce your overall programme costs through better commercial terms.