Challenge
A large international consulting company wanted to establish relationship and business opportunities with a number of new key accounts. Initially they created a prospect list of selected large companies and organizations in the public sector. Then they appointed sales professionals (key account managers), each focusing on a chosen number of the potentially new customers. At the end they wanted to be perceived as the leading supplier in its field.
Project
Xplan’s mission was to structure the process of selling to new accounts and on an operational basis coach the key account managers (KAM). The goal of the project was to quickly reach out to the entire prospect base, and within six months identify future business opportunities.
By establishing the clear key account structure and the intense operational coaching, with weekly individual meetings, a highly business efficiency was created. As a result the prospect base grew quickly and new business became a reality.
Result
In a short period of time every KAM managed to create a solid pipeline of business opportunities for closing, both short and long term. The structured way of targeting the new customer base was with no delay embraced by the KAM’s with clear business plans and sharp measurable targets. The structure is sustained and is now the basis for day-to-day activities even after Xplan has completed its mission.
Comments by the customer
”Thanks to Xplan’s commitment, the entire organization now has a greater focus of finding new customers and we are repeatedly closing significant strategic businesses. We are also working more closely together as a team and in a more structured way. ”
