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Commercial Excellence

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
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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 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.

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Leadership Training

Leadership development

LEADERSHIP RETHINK:

LEADERSHIP AND EMOTIONAL COMPETENCE IN THE DIGITAL WORKPLACE

Our tailored leadership system combines in-depth expertise with practical exercises to equip your leaders for the challenges of the modern workplace. We place particular emphasis on developing human-centric skills that enable your leaders to communicate effectively and sensitively with culturally diverse groups and to cultivate systemic thinking. Through customized system modules and personal coaching, we offer a groundbreaking experience that propels your company forward and ensures long-term success.

Ready to develop your leaders? Contact me today to learn more about our leadership system and receive a solution tailored to your needs.

Petra Madle

+43 660 367 67 40
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"In an increasingly networked and globalized world, diverse skills such as communication skills, intercultural sensitivity, and intergenerational leadership are crucial for a company's success. By investing in the development of these skills, you lay the foundation for a strong and agile organization that can meet the challenges of the future."

Key features:

  • Individualized leadership training

  • Focus on the competencies of contemporary and holistic leadership: communication, emotional intelligence, and intercultural competence

  • Practical exercises for developing holistic leadership and human-centric skills

  • Personal coaching for the individual and sustainable development of your managers

Discover our tailor-made leadership system and strengthen your company through inspiring leaders

Welcome to our leadership system for companies focused on empowering their employees with the fundamental competencies of modern leadership. You understand the importance of your leaders possessing not only technical expertise but also a broad range of social and emotional skills. Our system offers a holistic program designed to develop communication skills, emotional intelligence, intercultural sensitivity, and intergenerational leadership. Through this system, your leaders will be equipped to thrive in a digital, diverse, and dynamic work environment.

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Employer Branding

Employer Branding

Are you having trouble finding and retaining qualified employees?

In an increasingly globalized and digitalized world of work, companies face a variety of challenges when it comes to attracting, retaining, and motivating qualified employees. These challenges range from a growing shortage of skilled workers in certain sectors to a growing need among employees for meaning in their work and a better work-life balance.

Company identification is becoming increasingly important, for both employers and employees. Statistics, surveys, and studies show that young talent can no longer be won over solely by salary, pension benefits, or free drinks.

They pay far more attention to team spirit, the company culture, and their employer's values. Life is short, and those who have a choice spend most of their day in an environment where they feel comfortable or with which they readily identify.

We can support you on your journey to becoming a brand loved by your employees, a LOVE BRAND.


Your contact

Rita Kuske

+49 17 096 01 600
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Anticipate systematically with employer branding

First, let's clarify some terms. Employer branding and employer value proposition (EVP) are two related but distinct concepts, both aiming to increase a company's attractiveness as an employer.

Employer Branding:

  • Employer branding refers to a company's strategic efforts to develop, maintain, and strengthen its employer brand.
  • It encompasses all measures aimed at shaping and communicating the company's image and reputation as an employer in order to attract potential applicants and retain existing employees.
  • Employer branding includes various activities such as external communication (e.g., via career websites, social media, recruiting events), internal communication, employee engagement and development, and the creation of a positive corporate culture.

Employer Value Proposition (EVP):

  • The Employer Value Proposition is a central element of employer branding and refers to the unique offering that a company provides to potential and existing employees.
  • It encompasses all aspects of the employment relationship between employer and employee, including company culture, working conditions, development opportunities, remuneration and benefits.
  • The EVP is designed to meet the expectations and needs of employees and to convince them that the company is an attractive employer.

Overall, it can be said that employer branding is the overarching concept that aims to shape and communicate the employer brand, while the employer value proposition is a specific element of employer branding that represents the company's unique offering to employees.

To communicate values ​​and corporate vision, various measures are now available in personnel marketing. But how does a company identify the core message and how do it get to the heart of the matter?

The foundation for this is the so-called Employer Value Proposition (EVP). The EVP is the core message and value proposition that the employer offers its employees. It describes what current and future employees can gain and expect from working for the organization. However, the EVP should not be confused with benefits such as salary or vacation days. The focus is much more on the cultural level. What is the general work culture, the daily work environment, and employee communication like?

An Employer Value Proposition (EVP) is essential for every company; it captures the employer brand. What values ​​does your company stand for, and how does it intend to develop in the future? These questions are crucial in determining whether today's talent will want to start or continue their careers with your company. Employer branding is a key tool for defining the answers to these questions. The more individually formulated the EVP, the more credible and powerful it is.

To help you become a love brand as an employer, we support and guide you with our expertise in your "Employer Branding Project" from goal setting through positioning development and analysis to creative implementation, thus ensuring a consistent employee experience.

What makes an employer brand a LOVE brand?

A successful employer brand consists of several key elements that together create a positive perception of the company as an attractive employer.

  • Authentic corporate culture: A clear and authentic corporate culture is the foundation of a strong employer brand. Company values, traditions, and working methods should be clearly defined and embraced by employees.

  • Attractive working conditions: Flexible working hours, the possibility of remote work, generous holiday arrangements, a pleasant working environment and a balanced work-life balance are crucial factors that increase the attractiveness of an employer.

  • Development opportunities: Providing development opportunities and career paths for employees is important to promote their professional development and strengthen their commitment to the company.
  • Competitive compensation and benefits: A competitive salary and additional benefits such as health benefits, company pension schemes, employee discounts and bonus systems help to attract and retain employees.
  • Innovative technologies and working methods: The provision of modern technologies and the promotion of innovative working methods demonstrate that the company is up-to-date and offers its employees the opportunity to work efficiently and productively.
  • Transparent communication: Transparent communication between managers and employees builds trust and fosters engagement. Employees should be regularly informed about company goals, developments, and changes.
  • Diversity and inclusion: Promoting diversity and inclusion in the workplace is a key element of a successful employer brand. Companies that foster a diverse workforce and create an inclusive work environment attract talented employees from a variety of backgrounds.
  • Employee engagement and participation: Involving employees in decision-making processes, promoting feedback and the exchange of ideas, and recognizing and appreciating achievements all contribute to increasing employee engagement and creating a positive working atmosphere.
  • Reputation and public perception: A company's public perception and reputation as an employer are also important elements of a successful employer brand. Positive reviews on rating platforms, awards as a top employer, and a strong media presence all contribute to positioning the company as an attractive employer.

Actively cultivating these elements and continuously developing them can build a strong employer brand that helps attract, retain, and motivate the best talent.

The process of an employer branding project

In today's global job market, it is becoming increasingly important for companies to position themselves as attractive employers in order to attract and retain qualified talent. A key element for success in this area is the implementation of employer branding projects. These projects are designed to strengthen the employer brand and position the company as an attractive employer. Here are some proven strategies and practices for the successful implementation of such projects:

  • Analysis and Objectives: Before launching an employer branding project, it is essential to conduct a thorough analysis to understand the current perception of the company as an employer and to define the project's objectives. This can be achieved through internal employee surveys, external market research, and benchmarking against competitors.

  • Developing an Employer Value Proposition (EVP): The EVP is the core of a successful employer branding project. It defines the company's unique offering as an employer and encompasses aspects such as company culture, working conditions, development opportunities, and compensation. Developing a compelling EVP should be based on a thorough analysis of employee needs and expectations.

  • Internal communication and employee engagement: The successful implementation of an employer branding project requires the active involvement of employees. It is important to involve employees in the process early on, consider their opinions and ideas, and win them over as ambassadors for the employer brand. Clear and transparent internal communication about the project's goals and progress is also crucial.

  • External communication and employer branding activities: In addition to internal communication, it is important to communicate the employer brand externally. This can be achieved through targeted employer branding activities such as career websites, social media, recruiting events, employer branding campaigns, and partnerships with educational institutions. The messages should be consistent and authentic and reflect the company's EVP (Employee Value Proposition).

  • Measurement and Evaluation: To measure the success of an employer branding project and continuously improve it, it is important to define clear metrics and key performance indicators (KPIs). These can include the number of applications, employee retention, employee satisfaction, and the company's perception as an employer. Regular measurement and evaluation allow weaknesses to be identified and adjustments to be made to increase the effectiveness of the employer branding project.

Overall, the successful implementation of employer branding projects is a crucial factor for a company's long-term success in the competition for talent. By building and maintaining a strong employer brand, companies can not only attract and retain the best talent, but also strengthen their competitiveness and ensure long-term business success.

Why choose IQX for employer branding?

We know that consulting often ends where real change begins. That's precisely why we do more than just offer sound advice – we take responsibility and implement it. From our many years of experience as management consultants, we understand the challenges companies face when it comes to not only developing strategies but also successfully putting them into practice.

This is where our unique approach comes in: We not only offer in-depth analyses and tailored concepts, but also support you as interim managers throughout the implementation process. As part of your team, we work directly within your company, assume operational responsibility, and ensure that changes truly take hold.

Our advantage? We already know your business from in-depth analysis, understand the details, and have an unbiased view of the existing structures. This allows us to act faster and more effectively. While other interim managers are still trying to grasp the connections, we are already immersed in the action – with the knowledge of a consultant and the determination of a manager.

Our combination of consulting expertise and operational leadership ensures that we don't just talk, but act. We create clarity, provide guidance, and get things moving, while simultaneously laying the foundation for long-term success. The result is a company that is not only more stable but also emerges stronger from the change.

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sustainability

Sustainability

Industrial expertise meets climate protection expertise.

Implement together.

Creating added value.

That is our motivation.

Has non-financial reporting already been carried out?
And what are the next steps?

Together with our cooperation partner ClimatePartner, we want to enable a quick and cost-effective entry into this area. For us, calculating the CO2 footprint , developing the sustainability strategy, and actually preparing and approving the report by independent third parties are just the first steps.

Our expertise lies primarily in supporting your company in developing and effectively implementing decarbonization plans – including the necessary or possible measures related to buildings, machinery, and labor. A successful decarbonization plan requires minimizing all waste within the company, which can often lead to an improvement in business results.


Interested but don't feel like reading? Just contact me, I'm happy to help by phone or email.

Till Zöhrer

+43 676 970 41 14
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Sustainability considerations must be directly integrated into concept development and product creation. Only in this way can future compliance with customer, market, and legal requirements be ensured.

A key factor in successfully implementing a sustainability culture is to specifically inform your employees about this topic and actively involve them in its implementation. Our academy offers the necessary tools for this.

CSRD - the Corporate Sustainability Reporting Directive (CSRD)

The CSRD was enacted by EU legislation (EU) on 5 January 2023 and requires EU companies - including EU subsidiaries of non-EU companies - to report the environmental and social impacts of their business activities.

CSRD reporting is based on the concept of dual materiality – this means that companies must report on both material and financial impacts:

  • Impact on materiality: Impacts that companies have on sustainability issues (e.g. CO2 footprint , employee rights, respect for human rights, …)
  • Financial impact: The effects that sustainability issues have on companies' finances (e.g., liquidity, loss/profit, access to financing, risk, ...)

CSRD reports must be publicly available, and the CSRD requires third parties to verify the completeness of all disclosures.

Image: Our approach to the holistic implementation of the sustainability strategy in your company

Which companies must comply with the CSRD?

EU legislation has prescribed the following step-by-step plan for companies in the EU regarding the reporting obligation on SUSTAINABILITY by financial year.

CSRD reporting standards and disclosure requirements

The CSRD reporting standards and disclosure requirements are regulated by the European Sustainability Reporting Standards (ESRS). The ESRS describes which key performance indicators and content related to sustainability companies must report.

There are a total of 12 ESRS, which describe information on sustainability issues in four categories:

  • Category 1 – Cross-section: General principles and general information.

  • Category 2 – Environment : Climate change, pollution, water and marine resources, biodiversity and ecosystems, resource use and circular economy.

  • Category 3 – Social : Self-employed workers, employees in the value chain, affected municipalities, consumers and end users.

  • Category 4 – Governance : Business business.

Reporting on the cross-cutting standards, as well as ESRS E1 "Climate Change" and ESRS S1 "Own Workforce," is mandatory for all companies. All other standards must be reported if they are considered relevant to the company.

The ESRS basically covers the following topics:

Sustainability policy

Companies must outline specific policies regarding a range of sustainability issues – environmental protection, treatment of employees, corporate and company diversity, social responsibility, human rights, anti-corruption and anti-bribery – and describe the company's internal procedures for monitoring and enforcing these policies.

Sustainability goals

Companies must develop and report on their sustainability targets, progress towards achieving their targets and how these targets align with a transition to a sustainable economy in general and with achieving net-zero emissions by 2050 in particular (as stipulated by existing EU legislation).

Value and supply chains

Companies must disclose their process for identifying the social and environmental impacts in their value chains and supply chains.

Sustainability risks

Companies must document the risks that various sustainability issues (e.g., climate change, use of fossil fuels, or dependence) pose to the company.

Get involved in corporate sustainability and actively contribute to future-proof development. Take advantage of the opportunity to find an efficient and cost-effective entry point into this field together with us and our partner ClimatePartner.

Our comprehensive approach goes beyond CSRD requirements. We offer not only support in calculating the CO2 footprint and developing a sustainability strategy, but also expertise in the rapid implementation of decarbonization plans from the product development process to the finished product.

Ensure compliance with legal requirements and strive for continuous improvement. A sustainability-oriented corporate culture can support the environment and is also key to long-term success. Are you interested in the comprehensive integration of a sustainability strategy? Then get in touch with us.

 

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