ISDS Performance Management
Credentials
Quote:
"The important thing is not to stop questioning"
Albert Einstein
Sales & Marketing Director
The success of any business starts with the 'targeting clients' - 'gaining clients' - 'retaining clients' process. My experience has been gained and matured over 25 years in this area; either directly or indirectly (eg as CEO). I have achieved success in this area but I have also learned one BIG business fundamental as a consequence of getting it wrong:
S&M must be fully integrated within your organisation AND properly aligned with your corporate objectives.
Whilst this may sound obvious, it is still intriguing how often S&M 'teams' ...........
- Forge ahead of the business and create a vacuum between themselves and the rest of the organisation
- Fail to provide the mix of customers, products, services, etc., properly aligned to corporate objectives
- Become stifled, mis-directed or de motivated by inefficient and ineffective incentive programmes
- Do not function as a 'team' with often polarised views of how the market should be addressed or what potential it holds
- Over-complicate the marketing 'mix' and fail to properly integrate traditional and contemporary marketing techniques
- Fail to appreciate the vital importance of and factors relating to strategic positioning and market defence
- Sell on a cost+ basis without proper appreciation of the customer-side derived value ... or competitive impact
- Fail to appreciate the significance (and difficulty) of the 'internal' selling process
My experience in this area via both success and learning curve associated with getting it wrong, directly influenced the process driven approach I now use and have successfully deployed via ISΔS. This process is also fully compatible with and aligned to all other processes used within my portfolio. My experiences include:
- Global S&M business development throughout; EU, USA, Asia Pacific, PRC, India, Middle East and Japan.
- Sales & Marketing strategic planning and implementation
- Customer Relationship Management with an integrated business development process
- Value chain positioning and management for developing customer loyalty and establishing sustainable relationships
- Development and implementation of knowledge management system for lead generation and bid management process
- On-the-job coaching and development of Business Development Director directly within the context of the business environment