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The clients for a Customer Optimization Implementation are large companies in the transportation sector.
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Objectives
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The goal for this client consists in large scale customer contract renegotiations and optimization as part of a tender process to significantly improve profitability.
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Approach
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The general approach for this typ of customer optimization projects includes:
- Review delicate documentation and initial reply material to perform preanalysis.
- Setup of a multifunctional team (Sales, Finance, Production, IT) to determine customer profile.
- Peform detailed revenue, cost, profitability and competitive analysis. Identify optimization potential considering production optimization and competitive environment.
- Create response and a negotiation strategy.
- Leading negotation with customer and support top management in decision making to achieve negotiation objectives.
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Result
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The Result of large scale customer optimization is a successful turn-around of loss making, inefficient business into profitable and efficient business. These projects lead to a Win - Win situation for the ScaleTools client and clients customer.
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