F&p case studiesTransformation – “Solutions business” business development
Expert: Achim Brünner
F&P Case STudiesTask
- Go-2-Market strategy and implementation from centralized energy supply to decentralized industrial customer solutions
- Identification of growth levers
- Development of central industry sales
- Integration and strengthening of the national companies in Europe
Industry / Function / Environment / Expert
- Energy supplier
- B2B – Strategy and business development
- Decentralized energy supply
Project description
- The company has entered a business field that is completely unknown to the existing organization and structures (finances, key figures, understanding of the company, business models)
- Key figures, target markets and customer groups confronted the organization with disruptive requirements
- The first step was to redefine the core of the company and to define the transformation steps in a phased development model.
- In addition, the aim was to bring the sales and marketing teams in the national companies up to speed with the new market requirements and to develop them into a high-performance team.
Result
- Contribution with the strategy to an increase in sales in the millions
- Identification of 4 active sales/portfolio levers on the basis of a cross-divisional sales strategy (identity, growth, scaling, expansion)
- Establishment of a new sales structure with a focus on organizational development (sales-oriented roles, skills, motivation)
- Increase in customer access (“leads”) through systematic market analysis, target customer development based on existing/new customer analyses
- Setting up a marketing concept for the B2B key account business
- Training concept for the national companies with “best of operations” feedback
Customer reference
- International company Energy supply
- >10,000 employees
