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A basic materials company was not able to react to the steep rise of raw material prices in a timely manner. The company realized that their profitability was deteriorating as customer prices became outdated and did not cover the raw material costs anymore. In addition, the company reasoned that the challenge was amplified because 1) customer prices did not reflect customer perceived value and 2) they lacked structured, company-wide sales execution and management processes.
August performed commercial diagnostics to assess the client’s current state as well as crystallize its target state. Especially:
Together with client, August built a practical roadmap to develop commercial competencies: New practices, methodologies and competencies would be tested, and profit improvement realization accelerated through proof-of-concepts. After POCs, new processes and practices would be rolled-out to the whole sales organization in the form of on-the-job learning training program.
The joint-effort led to: