Upsell and Enhance Excellence In Your Customer Relation (For EMS)

The electronics market in Europe is facing intense competition. Companies that succeed in exceeding customer needs are not only growing but also increasing their margins.

Maintaining strong client relationships is the key to success and requires a precise strategy, a clear understanding of costing, and an efficient RFQ process.

Our 3 focuses

  • Costing model and quotation process optimization

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  • Realignment of the Sales and Marketing Strategy

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  • Sales coaching

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“Excellence is not a skill, it’s an attitude.” —Ralph Marston

Costing model and quotation process optimization

Review of the costing models

  • Establishes predetermined costs for materials, labor, and overhead based on current structure

  • Provides a benchmark for evaluating actual costs and performance.

Optimizing RFQ process

  • Review or creation of the RFQ process

  • Review or creation of the bid/no bid matrix

  • Review or creation of the : Terms & Conditions

  • Review or creation of the standard partnership agreement

Implementation of integrated tool for quotation

  • Review of the needs and expectations from the customers

  • Proposal and implementation of new tools : Luminovo

  • Creation of the specific documentation and training for the tools

Realignment of the Sales and Marketing Strategy

Review of the sales strategy

  • Review of the current position in the market - benchmark of the company vs the market

  • Review of the key of success of the company

  • Review or creation of the elevator speech and the sales pitch

  • Defining the focus industry, the bid/no bid strategy and the targets list

  • Definition of the sweet spots and the red flags

Review of the marketing strategy

  • Review of the brand development and identity (logo, messaging, and brand guidelines)

  • Review or creation of the website

  • Review or creation of marketing content : flyers, presentation, emailing

  • Review or creation of the promotion and advertising strategy

Sales coaching

The specific missions of our approach may vary depending on the customer's goals and the state of the sales team. However, the overarching mission is to maximize the potential of the sales team and drive revenue growth.

Some of the specific missions include:

  • Onboarding and trainings

  • Review of the specific EMS Sales approach

  • Support of the sales on specific cases

  • Feedback Loop to Leadership