Skip to main content

Commercial
Excellence

Commercial IQXcellence –
achieve the desired business development and profitability

Professional claim management ensures the desired profitability despite cost pressures, while active business development followed by targeted sales enables you to grow in a time of technological transformation and changing markets.

Your contact at IQX

Robert Pracher

+43 664 442 75 23
This email address is stez protected from spambots. You need javaScript Enabled to view it.

The current situation in European industry is challenging due to several factors, including inflation and transformation. Rising inflation leads to higher labor costs as well as higher costs for raw materials and energy, which puts pressure on profit margins. At the same time, a transformation is taking place as companies adapt to new technologies and sustainability requirements, necessitating additional investment.

To maintain competitiveness and enable further growth, important activities towards existing and new customers are required – Commercial IQXcellence offers the answer to these challenges

Commercial IQXcellence refers to a company's ability to excel in its commercial activities and achieve outstanding results. This essentially encompasses claim management, business development, and sales.

In the course of the current transformation, with additional adverse influences such as market weakness, inflation and supply chain problems, many companies face the challenge of conducting successful negotiations with customers - claim management - and additionally strengthening business development and sales in order to achieve commercial stability before restructuring becomes necessary.

Claim Management

• Costs are rising, but prices are not.
• Agreed-upon production volumes are not being met.
• Margins are shrinking massively and very quickly.

If these statements also apply to your company, then you should start preparing for professional customer negotiations as soon as possible.
The better the contractual basis and the prepared documents, the better the negotiation outcome.

Claim management is possible or required in 7 different processes:

• Identifying potential claims
• Analyzing, evaluating, and preparing data-driven arguments
• Negotiation strategy and conducting negotiations
• Enforcing agreements
• Risk management
• Documentation, contract drafting, and reporting

Claim management is an important component of project and contract management, helping to minimize risk, offset increased costs, and thus ensure profitability

Business Development


The early stages of business development focus on identifying and leveraging opportunities for growth and expansion. This includes market analysis, identifying potential customers and partnerships, and developing strategies to successfully position the product or service in the market. It also often involves testing prototypes, gathering feedback from potential customers, and adapting the business model accordingly

Key features of business development:

• Market analysis
• Customer acquisition
• Building partnerships
• Parallel product development
• Developing business strategies
• Identifying growth opportunities
• Networking
• Negotiation skills
• Risk management
 
Business development enables a company to generate new products, tap into new markets, acquire new customers, and thereby maximize its revenue potential; by building strategic partnerships, a company can gain access to resources, technologies, and markets that would be difficult to reach alone.

distribution

Sales is a dynamic discipline encompassing the art of customer acquisition, support, and retention. Through a customer-centric approach, modern sales strives to offer tailored solutions, anticipate customer needs, and build long-term, valuable relationships. The combination of human empathy and technological innovation plays a crucial role in meeting the ever-changing demands of the market and achieving sustainable success.

Key features of sales:

• Customer focus
• Product knowledge
• Communication skills
• Negotiation
• Self-motivation and goal orientation
• Customer relationship management
• Flexibility and adaptability
• Teamwork and collaboration
• Effective use of technology
 
The transformation of industry and society is forcing companies to make sales even more active and dynamic; to achieve this, it is essential to establish the right organizational structure, develop a frontloading and hunter/winner mentality in all sales staff, and not neglect claim management.