Service consists in evaluating the chance
of exit of sales forecasts of companies as declared by their sales organizations
in the light of information collected directly from their customers and partners
distributors or prescribers, taking advantage of eye to eye meetings (on their
place of work) led with method, with the decision makers and those which affect
the decisions. This makes it possible to
enlighten the positioning of the appointing companies on their market, and to
estimate the chances and the conditions of future successes.
Service does not position Storqua in
competition with the sales network of their customers, nor as a Justice of the
Peace, but rather as a coach or a partner which salesreps learn how to use at
the most convenient times to their benefit, therefore to those of their company.
With variable geometry according to
objectives of our clients, service makes it possible to examine the relationship
with a major customer, a category of customers (specific offerings , targeted
market, territory) or of prospective customers, to understand the true reasons
of failure (sleeping or lost customers), and to estimate the conditions of a
conquest.
Not only Storqua consultants makes it
possible to measure the satisfaction degree of the interlocutors with regard to
the delivered products and services, sales and technical interfaces, like
concerning the general context of leads management (communication, logistics,
administration), but it allows to put the relation in perspective:
to identify projects up to now unknown
by their sales organization,
to introduce them to new interlocutors
or to which they do not have access (incidentally it enables them to identify
supporters, detractors or No sayers),
to be informed of
the actions of competition.
Audits led by Storqua consultants are
conceived in such a way that conclusions can be shared with the persons in
charge within the targeted large accounts, during a working session gathering
the right within the organization of our client and those of the targeted
account to which we present our observations and our recommendations that the
2 parts criticize and regard as the starting point of a renewed relation. It
is not exceptional that such meetings are at the origin of mutual obligations
and of very important volumes of businesses generated in a win-win
manner.
Storqua consultants developed this capacity thanks to their
excellent knowledge of the interlocutors within the 300 European large
accounts, either through their networks of personal relations, or met during
the course of the missions carried out during the 10 last years, more
thanks to their capacity to be rebounded during interviews led during a
mission. A particular attention paid to the appointment management facilitates
the work of approach.
Empathy with the interlocutors
Copying
their attitude on that of the military chaplains (who are considered man of
the row with the men of the row, senior officer with the senior officers),
they speak the same language as their interlocutors and share without
familiarity their concerns during talks.
Capacity of synthesis
Storqua
consultants have as a discipline to report to their client the main part of
the information collected during talks, classified by topics, in the most
illustrated and alive way possible, by means of gendarmes reports with a
non exceeding 3 legal pages length. A new synthesis not exceeding 20 pages of
MS PowerPoint presentation summarizes the observations carried out, for an
operational use.
On
request of the sales manager of an international group manufacturing and
distributing electric material, Storqua met the operational persons in charge
(purchases and production) and directors of divisions of a multinational group
of services strongly established in France and Benelux. The objective of the
mission was to help the world sales manager to develop a strategy of attack
making it possible to make sales turnover progress at a significant rate. The
mission made it possible to tie the contact with unknown interlocutors, both
in France and in Belgium, and to focus actions on the most promising sectors
in term of activity.
Market
deregulation
On request of
the general manager of Enterprise Division of a major group of
telecommunications, Storqua met with the persons in charge, either in finance
or logistics or data processing and
telecommunications of a representative sample of their customers to take stock
of their first experiment of competition of the historical operator. The
information collected during talks made it possible to revamp the offering of
services, to highlight the need for a professionalized commercial follow-up of
the accounts and to prepare a reinforcement of the structures of the company.
Ministry
On request of the general manager of the French subsidiary
company of a European computer group which doubted the interest to continue a
commercial investment towards a great French ministry that he did not consider
potentially profitable, Storqua met the data-processing persons in charge at
various levels within the directions of the Ministry and discovered on this
occasion the existence of a cell preparing major projects which whose our
customer was not aware of. A few months later, signature of the largest market
ever concluded by this company in the French public sector.
