Accurate Problem Identification: The Critical First Step
As company leaders face the challenge of profitable growth for their organization, a potentially bewildering array of choices exist, and they often involve several functional areas. Marketing and sales for sure but also operations, finance and others specific to a company or industry. KIMA has the experience necessary to help you do three things: evaluate each area, understand their interdependencies, and most importantly prioritize a solution based on profit impact.
Some specific issues that you may face:
- Learning what drives your customer’s purchase decision, how they feel about your performance and how you perform versus the competition.
- High customer concentration risk, defined as a high percentage of your sales from few customers, drives the need to solidify relationships with your top customers, while diversifying thru growth with new customers.
- Ensure your sales force is maximizing effectiveness through appropriate account targeting, sales structure and territory management.
- Make sure your go-to-market strategy uses the right channels to reach the most profitable customers and markets.