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Client Experience – Chemicals2017-12-18T09:38:07+00:00

10% share of wallet improvement through new value propositions based on unconsidered needs

Due to the confidential nature of our client assignments, we are unable to publish client specific detail. We can however, arrange for ‘one to one’ discussions with our past and present clients if you require references. Please contact us if this is something you need.

BUSINESS CONTEXT

  • Global energy production and distribution

  • Increasing value chain liabilities

  • Traditional product benefit driven sales and marketing

  • Increasing market consolidation

  • Limited supply chain cooperation

CUSTOMER NEED

  • Global needs based segmentation and value propositions

  • Total cost of ownership

  • Sales & marketing alignment

  • Share of client wallet improvement

  • Marketing skills development

  • Sales pipeline management

RESULTS

  • A new customer needs based segmentation

  • Key marketing and sales personnel trained in the process of needs analysis and value proposition development

BUSINESS CONTEXT

  • New cross functional business process for value proposition development and maintenance

  • Cross functional sales prospect pipeline management

CUSTOMER NEED

  • Customer needs identification workshops

  • Value proposition development workshops

  • Value story telling – align with sales and customer contexts

  • Customer interview training

  • Sales pipeline management

“ICE™ helped us to understand the difference between client needs and product benefits. This sounds simple, but in my organization it was about changing our fundamental approach to client business development. Cross-functional integration and change was new for us. They helped us learn this new way of working and continue to coach and develop members of my team.”

Global Marketing Director

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