Your company is an integral part of an end-to-end flow of value from your suppliers to your end customer. Your employees and the resources you consume should all be adding value as your products or services make their way to the next organization or individual in your value chain. How well that value flows determines the success of your company.
Our Company focuses on how the value flows between your company and the next part of the value chain. You know this as your sales channel.
Your sales channel is the crucial part of your operation that gets your product or service to your end customer. How effectively and efficiently is it working? Are your consumers getting the great experience you had intended?
To answer these questions, and others, we use our 4A approach to measure, manage and improve the flow of sales channels.
The 4A approach: Assess, Advise, Adapt, Accelerate.
Where to play and how to win
Andrew is an expert in getting products and services quickly and efficiently to market. His ability to quickly identify innovative approaches and new opportunities along with international experience and channel development abilities make him a highly sought after business advisor. (More…)
Lean Channels and Value flow
Graham is our people, process and organization expert. He started his career as a military engineer where he developed expertise in the leadership of change, and organizational knowledge and culture. He brings an eclectic mix of management and consultancy skills built on over 30 years of field experience. He uses these skills to support and coach clients in the implementation of the plans and changes required for growth. (More…)
Our first objective is to ensure that we have each other’s trust and that we truly understand each other.
Relationships are key
Throughout the engagement, we workwithour clients rather thanonthem.
We make maximum use of a client’s existing experience while transferring as much knowledge as possible to avoid creating dependencies.
We are hands-on and collaborative, preferring face-to-face communication. As necessary, we make use of workshops, interviews, diagnostic tools, customer and employee surveys (did we mention we love big whiteboards?).
We aim to maintain momentum throughout a project in order to quickly deliver high-value results to our clients.
Lightspeed is one of the world’s leading providers of point-of-sale software to independent retailers and restaurants.
Konnexis came to us through Canada’s National Research Council with a challenge to identify new markets for its new commercial sterilization offering. AccuSolo is a system that manages sterilisation chambers using the EtO (Ethylene Oxide) process.
Optima asked us to help them define the market for high-end custom-designed doors using a blend of printed glass and decorative woodwork.
You can’t sell an F-35 like a banana. Much of the sales literature today is aimed at “traditional sales”. Traditional because the target companies have pre-established ways to evaluate, select and buy. If you are selling machinery to mines, paper to printers, or cell...
What do my customers really think about me? You would think that as we spend so much time and effort, and make such large financial and emotional investments producing products and services for our customers, that we would have a very intimate knowledge of our...
How do I align my goals and address my target market? Many of the small and medium companies we work with come to us full of ideas regarding how to grow their business or launch a new product. Their passion is commendable; however, their ideas are scattered and often...
Where do I fit within my market? Strategic Direction involves taking a good look at your product/service and company as a whole in order to establish your purpose. Essentially, if you do not know where it is that you want to go, you will never discover how to get...
An area that people get wrong all the time is pricing. Some people price high based on the profits they hope to achieve. Some base it on some sort of average industry “cost plus” rule. Some are afraid to charge too much. Still others simply add a few percent to last...
Good to see you back 🙂 In our last blog, we asked ‘Does your company move through your customer’s process ….. or do your customers move through yours? We described the customer’s journey as a repeating cycle (you can read it here). Your customer’s journey needs to...
By Andrew Penny I was riding my motorbike through Saskatchewan as part of a trans-Canada trip, watching a tree on the horizon slowly approaching. I was doing ‘slightly’ over the speed limit but it still took about to 3 minutes for the tree to get to me. Apart from...