Placing the customer at the centre of client organisations …

We place the customer at the centre of client organisations connecting customer insights to core business processes and ensuring that all activities are focused on creating value for customers at cost effective rates.

Employee research shows that a key motivator for people and teams is a clear line of sight to and knowledge about their customers, and yet over and over again the research also shows that organisations fail to satisfy this need, by a significant margin.

TRIMENTIS helps close this performance gap by making sense of what is often seen as a 'diffuse' subject by introducing a rigorous approach to customer value management.

Please read on to review our market development capabilities together with featured results of our work.

Examples of our capabilities …

• Market Analysis and Planning
• Strategic Account Management

Market Analysis and Planning

Market analysis and planning is a critical series of activities that ensures a consistent approach to offering your product or service in a way that will outsell the competition, or exceed best practice if you are a not-for-profit enterprise.

Its purpose is to define your market in terms of customers and competitors, to outline a strategy for attracting and keeping customers, and to identify and anticipate change. The marketing strategy feeds directly into the overall enterprise strategy and is a key driver of all other activities in the organisation.

The fundamental approaches are well established as set out over the years by the likes of Michael Porter and Philip Kotler and further developed by experts such as Malcolm McDonald. Development of the plan progresses through the marketing audit, analysis of the market including customers and competitors, the development of a marketing strategy, and finally marketing planning, implementation and ongoing review.

Market analysis and planning is a highly rigorous discipline that sits behind the more creative aspects of marketing. TRIMENTIS has significant experience in the critical analytical and econometric modelling techniques required to maximise returns in the areas of market positioning, product and service portfolio management, product innovation and customer value management.

Strategic Account Management

Strategic account management is all about championing the customer relationship, orchestrating organisation wide resources to provide comprehensive product and service solutions to build customer loyalty. The effective management of key business-to-business relationships is a strategically important factor in an organisation's performance.

Systematic approaches to account management are frequently not well understood nor rigorously applied in a field prone to individual heroics. In performance leading organisations a comprehensive approach to account management from a strategic level ensures that end-to-end opportunities are proactively sought and exploited for mutual benefit.

The role of the account manager means having an in-depth understanding of their organisation and the sector they operate in, that they share best practice and become champions who motivate others to add real value back to the client by addressing their challenges with solutions.

We have observed top performing account managers who fail in their new organisations, and conversely moderate performers who excel when they move. The critical success factor? There is a clear body of evidence showing that a strong and robust strategic account management process to be the critical success factor.

Installing a comprehensive approach within a company requires significant effort, long-term focus and multi-functional capabilities. The approach typically includes the development of two-way plans, key account management skills and competencies, proposition management, building the right knowledge database, and continually measuring and monitoring the results of account management activities across the organisation. Critically, with a robust sales compensation scheme aligned to the strategic account plan, results are typically outstanding for all parties.

TRIMENTIS have assisted in the development of the strategic and tactical tools and processes necessary to achieve long-term customer loyalty.