Market Performance

Customer value projects focus on the development of earnings potential in the customer base and its projection in the market to new customer segments.

It is crucial for your success that business relationships are intensified with those customers who have a high customer value. In order to identify attractive and loyal customer segments, value and potential-based customer segments are formed on the basis of the customer insight analysis, which enable a corresponding prioritization of support efforts as well as adequate support concepts for marketing, sales and service.

We support you in the development of customer value models that enable the evaluation of individual customers, customer segments or the entire customer base. We do not limit ourselves to calculating monetary values, but include all relevant parameters and your individual company situation. You receive a customer value model tailored to your needs and can derive appropriate goals and strategies from it.

After all, customer orientation only leads to the desired goals if it is in line with the value creation in your company. We work with you to develop the foundations for integrating customer orientation consistently and effectively into your functional strategies. We define suitable market development and service strategies and tactics so that you can systematically exploit the potential in your customer base.

Positioning refers to the targeted, planned creation and highlighting of strengths and qualities that clearly and positively differentiate a company / organization, product or service from other products and services of competitors in the perception of the target group. In short: "What does the product do - for whom and against whom?".

The positioning is consistent if it is in line with the corporate and marketing strategy and meets the requirements of the market environment. It is essential that the positioning is underpinned by a consistent pricing strategy. After all, this is an important lever for increasing profits in the long term. This enables you to create orientation for all pricing decisions.

We work with you to develop a customized pricing strategy for your company. Based on your corporate and marketing strategy, we support you in defining new pricing strategies as well as in reviewing and optimizing existing ones. This includes selecting the right price positioning. We involve all relevant employees entrusted with pricing tasks from the outset in order to ensure a high level of acceptance and rapid implementation.

We understand the conscious, active shaping of the customer relationship across all hierarchical levels and across all customer-related functional areas as an integrating management and organizational principle derived from the corporate strategy.

The basic idea of customer relationship management (CRM) is the systematic development and exploitation of customer potential to increase customer value. It stands for the ability to build long-term profitable customer relationships, intensify them over time and maintain them in the long term.

Together with you, we develop a customer value model that allows the use of suitable strategies and tactics in customer management. Based on the customer base, we then define the characteristics that also enable value-oriented application in the acquisition of new customers. By focusing your resources on the value of current and future customers, you are able to increase both the effectiveness and efficiency of your marketing and sales processes.

With the concept of systematic market development, we support you in designing your activities, in particular marketing, sales and customer service, in such a way that they encompass the entire customer life cycle and are consistently interlinked. We ensure that your customer management activities consistently reflect the customer and market perspective and are aligned with the customer's expectations and requirements of your company's services. We identify interruptions in your customer and market development processes for you and, in particular, look for breaks between IT systems and in the data flow. In this way, we also create the conditions for a targeted digitalization of your customer processes, towards more marketing automation and a data-driven company.

The extraction and enrichment of customer-related information into valuable data also enables new business models and revenue opportunities, which we develop together with you.

We understand price performance as the analysis, conception and implementation of measures to optimize all aspects of pricing in order to achieve individual corporate goals. In addition to the overarching pricing strategy, we consider the following aspects in our Price Excellence Framework:

• Pricing by means of differentiated pricing models
• Incentive-based condition systems
• Price enforcement, especially against the background of price psychology
• Price controlling and price management for internal professionalization

Based on a best practice comparison and using quantitative analyses, we identify company-specific areas of potential in pricing. We identify quick successes on an ongoing basis, pilot measures and then roll them out on a large scale. By working closely with you, we empower you from the outset and enable a smooth transition from project to regular operation. The result is a rapid increase in profits and a long-term professionalization of pricing.