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Commercial
excellence

Commercial IQXcellence –
this will help you achieve the desired business development and profitability

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

Your contact at IQX

Robert Pracher

+43 664 442 75 23
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The current situation in European industry is challenging due to several factors, including inflation and transformation. Rising inflation leads to higher labor costs and also higher costs for raw materials and energy, which weighs on profit margins. At the same time, a transformation is taking place as companies have to adapt to new technologies and sustainability requirements, which requires additional investments.

In order to maintain competitiveness and enable further growth, important activities towards existing and new customers are required - Commercial IQXcellence offers the answer to these tasks

Commercial IQXcellence refers to a company's ability to be excellent and achieve outstanding performance in its commercial activities. This essentially includes claim management, business development and sales.

In the course of the transformation currently taking place with additional stressful influences such as market weakness, inflation and supply chain problems, many companies are faced with the challenge of conducting successful negotiations with customers - claim management - and also strengthening business development and sales in order to achieve commercial stability before restructuring takes place must.

CLAIM management

⦁ The costs rise, but the prices do not
⦁ The agreed quantities are not achieved
⦁ The margins shrink massively and very quickly

These statements also apply to your company, then start preparing for professional customer negotiations at short notice.
The better the contractual basis and the prepared documents, the better the negotiation result.

Claim management is possible or required in 7 different processes:

⦁ Recording possible claims
⦁ Analysis, evaluation and preparation of data-based arguments
⦁ Negotiation strategy and negotiation management
⦁ Enforcing agreements
⦁ Risk management
⦁ Documentation, contract drafting and reporting

Claim management is an important part of project and contract management that helps to minimize risk, compensate for increased costs and thus ensure profitability

Business development


The early phase of business development is about identifying and exploring opportunities for growth and expansion. This includes analyzing the market, identifying potential customers and partnerships, and developing strategies to successfully position the product or service on the market. It also often involves testing prototypes, gathering feedback from potential customers, and adjusting 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, enter new markets, acquire new customers and thereby maximize sales potential; By building strategic partnerships, a company can gain access to resources, technologies and markets that are difficult to reach alone

distribution

Sales is a dynamic discipline that encompasses the art of customer acquisition, support and retention. Through a customer-centric approach, modern sales strives to provide 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 constantly changing demands of the market and achieving sustainable success.

Key features sales:

⦁ Customer orientation
⦁ Product knowledge
⦁ Communication skills
⦁ Negotiation skills
⦁ 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 lively; To this end, it is essential to establish the right organization, to develop the mindset of all sales employees towards frontloading and a hunter/winner mentality, and not to neglect claim management