Fortune 500 company and one of the world’s leading marketers and producers of healthy, convenient and affordable foods.
Client identified opportunity to improve customer management practices and increase ROI on customer business development investments.
Strategic Customer Management
- Organization audit of current customer management practices
- Customer segmentation and alignment of customer management approach by segment
- Initiated the transformation of the sales organization from deal focused transactional selling to strategic focus (think market, act customer)
- Implemented process and tools to evolve to fact-based customer management approaches
- Identification of inefficient customer management investment practices with corresponding ROI of 15 to 1