The Business Consulting area advises companies on strategic decision making with the objective of generating lasting, direct impact on the profitability of a company. The services offered by this area are:
a) Strategic Planning
b) Analysis of the Competitive Dynamics (ACD)
c) Analysis of the Sales Force
a) Strategic Planning
Strategic Planning ensures that organizations develop a clear vision and specific objectives that are shared by the entire organization. During the process, information is incorporated and the perceptions of the organization’s members are systemized. The opinions of clients and consumers are also taken into consideration to obtain a thorough understanding of the organization and its positioning in the market. Upon completion of the planning process, the company has strategic objectives for five years as well as action plans for the following twelve months, complete with associated goals and concrete indicators.
Strategic Planning incorporates a short and medium-term perspective on the company’s corporate strategy. In the consultancy process, the best opportunities are sought to generate value for the company through an objective evaluation of the company’s internal situation, how the company is perceived and how it compares with its competitors.
Once the gaps between a company and its competition have been defined, it is possible to identify new business opportunities and define objectives that are tangible, measurable and implementable through action plans. The Strategic Plan also serves as a starting point for the design of growth strategies, portfolio reevaluation and even potential mergers and acquisitions.
b) Analysis of the Competitive Dynamics (ACD)
ACD guarantees an adequate understanding of the market through a thorough analysis of the demand and the actors that make up the supply. With this analysis, the competitive dynamics of the market are systemized and presented and each actor’s relative position is determined.
ACD makes it possible to understand a market’s dynamics measure its size and identify the main forces that define supply and demand. For this purpose, ACD utilizes an analysis framework that considers industrial organization, the fundamentals of corporate strategy and the game theory. In addition to this solid conceptual framework, we use market techniques that are appropriate to each scenario.
ACD provides indispensable information to assist companies that wish to redefine their commercial strategy, increase their market share, identify new market segments to serve, launch a new product or enter a new market. ACD also provides businesses with the knowledge necessary to understand their current market position, abilities and resources in a clear and objective manner. This in turn allows our clients to determine strategic options for new product and service design and development
c) Analysis of the Sales Force
An analysis of the Sales Force offers an objective diagnosis based on factors that have a direct impact on the productivity of a sales force: portfolio assignment, incentive structure, training systems, time and movement, knowledge and interrelation with the client, the sales force’s relation with the organization and its objectives. Additionally, time and movement studies are conducted to measure the effectiveness of the sales force and its compliance with company protocols.
Most companies make a significant investment in their sales forces. As such, it is important to examine the components of this group of individuals as the starting point of a process to identify opportunities to improve efficiency.
