Commercial EffectivenessChallenges to profitable growth |
In all industries, revenue and margins are under pressure due to various challenges, both external and internal. Externally, organizations face changing consumer behavior, commoditization of products and services, channel blurring, volatility of raw materials and the rise of professional procurement. Internally, organizations often lack sufficient commercial ‘intel’, struggle with effective pricing, regularly find execution of commercial activities to be inconsistent, have difficulties adapting to the changing role of sales and lack the controls to manage the whole process effectively. Therefore, many companies are looking for ways to improve their commercial effectiveness to drive profitable growth.
Free commercial effectiveness benchmark
Deloitte offers a benchmark that assesses how multinational companies work on their commercial effectiveness and how they perform compared to their peers. The benefits for companies participating are:
- Ideas and experiences from other multinational companies on commercial effectiveness
- Qualitative and quantitative benchmark on how you perform compared to peers
- Financially quantified basis for your business case
- Insight on how aligned the departments within your company are on commercial effectiveness
- Free of charge
The process scope of this commercial effectiveness benchmark covers the entire process from customer & market intelligence to creating the final order.
Deloitte’s approach
For this benchmark Deloitte conducts five personal interviews of one hour each with the executive sponsor of the survey and a representative from the four key business areas; Sales, Marketing, Finance and IT. In addition we will use the Deloitte financial impact templates - populated with customer data - to quantify the (potential) benefits.
Confidentiality
Any (commercial) information, trade secrets or other proprietary information relating to a party is acknowledged and agreed as confidential information between the parties. All Confidential Information shall remain the property of the Disclosing Party and the Confidential Information by the Disclosing Party to the Receiving Party shall not be construed as a transfer of intellectual property rights or other proprietary rights by the Disclosing Party to the Receiving Party, except to the extent that reproduction, distribution and processing of such Confidential Information serves the Authorized Purpose.
