We assessed, calculated, and accurately captured customer profitability and proxy for market price levels and rolled out a targeted up-pricing program for customer optimisation.

While the sales team remained in the driving seat, they were given specific data-backed stretch targets on customer levels.

The target was premised on eliminating leakages, small customer up-pricing, and capturing segment-specific price differences.

EBITDA IMPACT: 7 million EUR on a 165 million revenue business

For selected high-potential add-on services offered by the client, we quantified the value provided by the target segment and developed a tool to capture some of the upsides these provide.

The tool is being used by regional reps that sell commodities to capture the value of sales accurately.

EBITDA IMPACT: 8 million EUR on a 100 million revenue business

We assessed and accurately reflected the customer base which included both the client’s customer potential as well as the client’s current share of wallet.

We then reviewed the sales team's performance to ensure optimal geographical coverage to refocus resources on the most desirable customers and geographical locations.

This resulted in a 60% reduction in resources utilised on low-potential customers.

As a first step, we identified attractive micro-segments (e.g. clusters of industry/geography).

We then moved to execution by introducing the tooling and approach to develop pre-qualified long lists of prospects.

Working alongside management, we then set up the activity KPI dashboards and introduced the cadence and format of performance management reviews to keep the momentum going.