Improving competitiveness requires exploiting the existing commercial potential. We find that very few companies exploit their commercial potential in an optimal way. Our role as a consultant is to examine data and performance indicators in order to unlock this potential by:

• An in-depth analysis of company data relating to sales (business insight) and in particular the margin achieved by customer, product family, region, etc.

• A study of the sales process and its effectiveness

• A study of how sales teams are compensated

• An analysis of the leadership of sales teams

Next, we look at the determinants of developing capabilities to deliver unique value to customers.

• Analysis of the scarcity phenomenon

• Inimitability criteria

• Substitutability criteria

• Building Value Selling Capabilities

• Value analysis from the customer's point of view

• Competition analysis

• Quantitative and qualitative study of the target market

Finally, we ensure alignment between all functions of the value chain

• Sharing the vision

• Customer orientation assessment

• Level of team commitment and chain of command

• Business processes and procedures