Des activités aux bénéfices durables

Notre méthodologie d’intervention est basée sur une approche globale de la conduite d’une entreprise et de ses activités de mise en marché. Nous utilisons notre expertise des domaines suivants;

  • Marketing B2B stratégique et opérationnel
  • Gestion de la marque B2B, Communication
  • Gestion des comptes clés locaux et internationaux
  • Gestion du Service Client
  • Collaboration et dynamique d’equipe
  • Système de management, Gestion de la performance

Vous trouverez ci-dessous, les descriptions de quelques-unes de nos réalisations présentées par domaine. Elles vous donneront une idée de ce que nous pouvons faire pour vous et pour votre entreprise (les textes sont actuellement en langue anglaise et seront traduits prochainement).

Direction Générale»

Gestion des comptes clés / Management des opérations»

Ventes internationales / Gestion des canaux»

Marketing & Communication intégrés»

Programmes Marketing stratégiques»

Direction des Opérations»

Service Client»

Collaboration et dynamique d'équipe»

Turn around of the French subsidiary of a global Software company (One year assignment before an acquisition).
Strengthening of a PR Agency subsidiary in Poland (Interim Management); improvement of efficiencies, refocus on marketing and sales, management of crisis situations with clients, team skills development.

Holistic approach to develop the Global Account business. In order to help a service company better leverage global clients, we further developed their Client Segmentation and Global Account Management practice. New activities and tools covered the acquisition and development of clients, team training on client relationship and on virtual team collaboration, client intelligence and consulting, knowledge sharing, pricing and profitability tools. This program had a huge impact. Revenue grew 15% year on year, profitability improved by 5 points, and client satisfaction jumped from 75% to 92%. The most powerful, beneficial and long lasting change factor was a better acceptance of cultural differences and a spectacular development of team dynamic and collaboration.

Rebuilding trust and expanding a worldwide partner network. The service partners of a global technical enterprise software company were very dissatisfied about the partner program. Working with the CFO and the Head of Sales and Marketing, we fully redesigned the program, bringing more value to the network members. Satisfaction and revenue rose. Even more than the improved content, the partners praised the change in attitude and the true collaboration.

Pragmatic Sales Force Automation (SFA). We facilitated the creation of a SFA tool by the sales team themselves. The tool was developed rapidly at a very low cost and was immediately adopted by the sales rep as they had created it! In parallel, sales reps attended workshops on sales best practice and pipe management.

Re-positioning in a new market and improvement of the collaboration between the Headquarters and the regions. We helped reposition a global software company with new key messages and stories, new web presence, and a global PR program that tripled media coverage in a year – Simultaneously, we re-organised marketing and communication at country level and developed collaboration putting an end to the endemic conflict between the centre and the periphery.

Stakeholders-focused communication plans around two acquisitions. The initial communication plan around two acquisitions was purely focused on the financial community. Working with the board of this software and services company, and involving many teams, we designed a comprehensive plan covering all internal and external audiences. Industry analysts, financial analysts, clients, and staff praised the clear and authentic communication.

A messaging workshop with board members as an eye-opener on a fundamental positioning challenge. As part of a branding program for a global supplier of highly sophisticated air-conditioning systems, we invited the executive board to work on the key messages for their company. The workshop turned into an eye-opening exercise on the challenge of balancing the specific aspects of each division’s business with the need for a global branding and positioning.

Integrated competitive program based on cross-functions collaboration. For the German subsidiary of a multinational company, we elaborated a comprehensive plan to strengthen the positioning against the key competitors. We pulled together a cross-functional team with representatives from sales, pre-sales, marketing, PR, advertising. Combining research with the participant’s knowledge, we analyzed the business ecosystem, crafted new messages and specific stories and elaborated new forms of marketing deliverables including a very successful blog. The projects fundamentally changed the way marketing, communications and sales perceived each others and worked together and with their agencies.
Influence-building program targeting Retail executives and staff. As part of a strategic B2C branding programme for a multinational technology giant, we designed in-store activities to help and influence retailer’s sales staff and created an exclusive conference to develop tighter relationship with Retail senior management. In order to achieve the goals, it was also necessary to improve the relationship and collaboration between the country teams and the regional and global headquarters.

Sharing goals and balancing different priorities. A global service company was undergoing a massive change. In order to help the regional executive team and the local Managing Directors to find a common ground, we facilitated the creation of a balanced score card reflecting the different key priorities. MDs were given a lot of liberty to interpret the score card and to adapt the objectives to their local market conditions. Both the cohesion of the management team and the understanding and acceptance of key objectives by staff were radically improved.

Collaborative approach to pricing and profitability. For two different service companies, we developed a pricing tool that clearly articulated the cost structure and the value, while taking local conditions into account and leaving decision freedom to the sales teams. In both cases the tool drove a change of attitude towards pricing and of course a dramatic improvement.

Programme to improve quality and client satisfaction. For PR companies, dramatically improved client satisfaction and retention by implementing a Service Standard, a specific training and coaching programme, and a Client Satisfaction Survey.

Training and coaching on tough discussions. For a global PR company designed a programme to help Account Directors discuss difficult issues with clients. The programme includes individual and collective work, role plays, and experience sharing. All participants claimed that this dramatically raised their comfort with tough discussions.

All the achievements described on this page have been possible only thanks to the improvement of the team dynamic, either on a local or at international level.