Planning and execution of consulting projects in multi-cultural environments
Project: Global introduction of KAM approach in a healthcare company
Goals
- Definition of criteria for selecting account customers
- Collection of relevant information for account selection process
- Set up of account management framework (guideline, processes, methods and tools)
- Definition of qualification program for new account managers
Results
- Selection model established and applied
- Guideline, processes, methods and tools established and communicated
- Training program established
- Onboarding kit implemented
- Successful implementation
Project: European go-to-market strategy for a technical product
Goals
- Definition and prioritization of customer requirements
- Calculation of market potential
- Market segmentation and selection of attractive target segments
- Evaluation and selection of sales channels
- Definition of value proposition and communication strategy
Results
- Customer requirements prioritized and pricing scenarios established
- Market potential known and market share simulation executed
- Most attractive target segments selected
- Potential sales channels and partners evaluated
- Customer-specific value proposition implemented
Project: Market strategy development for an electronics company
Goals
- Comprehensive market study in selected target segments
- Identification of relevant market trends and their implications
- Development of a market growth strategy for selected segments
- Design of selected marketing mix instruments
Results
- Market transparency established (qualitative and quantitative)
- Business impact of market developments known
- Growth strategy planned
- Marketing mix activities planned
Project: Development of project management approach and guideline for a service business
Goals
- Definition of methodological approach and project management guideline
- Development of business-specific methods and tools
- Enabling of employees by trainings and workshops
Results
- Project management guideline established and communicated
- Methods and tools selected, communicated and practiced
- Trainings and workshops executed
