While there are several factors that influence customer buying, research shows that “Sales Experience” is critical to get customers on the right side of your fence! The sales field however has become more erratic and peppered with multiple influences and options, such as digitisation, which makes realising the value of rep experience become a lot …
Sales Experience – Key factor in customer buying Read More »
Companies, understandably, put a lot of effort into improving their sales teams Some invest in lead-generating tools, marketing automation, data research, CRM, Apps and Trackers. These costly efforts mostly fail to deliver ROI Digital tools and analytics, when applied correctly, offer a powerful way to accelerate sales growth. Mckinsey confirms companies who get their sales …
The continued trend towards outsourcing is expected to ensure future growth opportunities for Facilities Management companies; those with bundled services and integrated solutions, in particular, showing the strongest growth potential. However, increased price competition can be expected to restrict a stronger value development with clients adopting a “more for less” attitude. In the public sector, …
Does your Facilities Management (FM) business have growth clarity? Read More »
This is the next in our three series articles on FM growth strategy. In the previous article, we describe how Baachu’s 3Ps model can be used to examine whether your business has focus and clarity using the Perception parameter. Here in this article, we will show you how we can use Baachu’s 3Ps models’s Position …
How do you stand out in the FM market in 2018-19 and beyond? Read More »
[fusion_text]This is the last article in our three series articles on FM growth strategy. In our companion articles we considered the questions ‘Does your Facilities Management (FM) business have growth clarity?’ and ‘How do you stand out in the FM market in 2018-19 and beyond?’, using Baachu’s 3Ps framework parameters Perception and Position. Now we …
The outsourcing market has seen more turbulence in the past 18 months than what it has seen in the past 18 years. Winning deliverable tenders is getting harder. We can blame everything on slow market conditions and Brexit uncertainty. IT and support services businesses invest heavily on business development capability. In some cases, bid teams …
3 P’s ‐ Perception (access to high‐quality data, knowledge of industry trends etc.), Position (your pricing structure, the market you serve etc.) and Potential (strategic partnerships – internal and external capabilities etc.) Perception It is very important to have good data and accurate perceptions about the market. Market growth is approximately 3% annually and the …
The 3P’s model to get sustainable growth in your FM Company Read More »
