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We’ve conducted hundreds of win/loss reviews after procurement bids to help global B2B companies learn from their success and failures. We’ve learned that success comes from better understanding and advising the buying team, rather than focusing on your own team. Knowing this and what to do about it is can explain the razor-thin difference between being selected for the work or not.

You don’t necessarily need to do many win/loss reviews to get buyer insights, as the parallels from the buying experience are consistent across major procurements. °Gelst can help your team at any stage of the buying process.

Geert Van der Elst

 

B2B firms are missing opportunities for organic growth in the early stages of the customer buying journey. Through an outcomes-based approach which puts customer value, creating discussions and joint collaboration into play when companies are first looking at a large new or improvement project, they can help their clients and build trust at the most critical points. Your guidance won’t be forgotten, and could make all of the difference.  This is long before the RFP is drawn up, if it is at all. Sole source may even be more within reach because you’ve already demonstrated that you are your client’s partner to help deliver the outcomes.

 

°Gelst believes that these early opportunities are for the taking. Why? Because it’s a recurrent theme in the hundreds of interviews of our clients’ buyers that we’ve conducted in nearly every B2B commercial situation. Our discussions with the key decision makers, which average 7 and can be as high as 30, make it clear that stakeholders have knowledge gaps all along an innately complex and non-linear buying journey. What’s more, they’re looking for help.

 

°Gelst helps B2B organisations develop an account-based, client centric approach which expands sales opportunities by engaging with the right decision makers – at the right time. We apply our deep expertise in understanding how buyers decide to go for a project and how they set themselves up to determine the type of solutions provider they will bring in to achieve their goal. We work with professional service firms and industrial companies seeking to align their marketing and sales efforts to help their clients accelerate the knowledge of their problem before and after they begin shortlisting their options. °Gelst helps its clients to plan, support and manage initiatives including: collaborative client workshops, quarterly results business planning, commercial due diligence, win/loss reviews and buyer insights, bid support and orals coaching, account planning and content development.

Services

°Gelst helps B2B organisations develop an account-based, client centric approach which expands sales opportunities by engaging with the right decision makers – at the right time. We apply our deep expertise in understanding how buyers decide to go for a project and how they set themselves up to determine the type of solutions provider they will bring in to achieve their goal. We work with professional service firms and industrial companies seeking to align their marketing and sales efforts to help their clients accelerate the knowledge of their problem before and after they begin shortlisting their options.

°Gelst helps its clients to plan, support and manage initiatives including: collaborative client workshops, quarterly results business planning, commercial due diligence, win/loss reviews and buyer insights, bid support and orals coaching, account planning and content development.

Business Growth Acceleration

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Collaborative Client Workshops
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Quarterly Results Business Planning
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Commercial Due Diligence

Sales and Marketing

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Win/Loss Reviews & Buyer Insights
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Bid Support and Coaching
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Account Planning
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Content Development