Case History: FMCG
Helping two multi-national FMCGs to improve joint teamwork and common understanding
The starting point
The client, a major FMCG, had a number of specialist "customer teams", each of which was dedicated to servicing a single key B2B relationship.
Their three-year plan called for a 40% increase in sales from each of these key relationships. It became clear that, for this to be possible, these relationships would need to be far deeper and secure, and there would have to be a significant increase in "client understanding".
The results
Each joint team was able to build a solid foundation of understanding of its customer colleagues. Discovering and developing clear communication strategies for each individual within the team resulted in:
- Improved "Win/Win" discussions
- Fewer misunderstandings
- Smoother negotiations
The client company is now well on track to achieve its revenue target.
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