What is the objective of the ‘Business Development Process Review’ ?

Reduce portfolio management “pain-points” & standardize project development

What are the essential elements of the initiative to review the ‘Customer Journey’ process?

Identifying pain points, standardizing processes, definition of roles

What factors determine the pricing within a commercial team?

Internal & External benchmarks & Competitive advantage

What is the primary aim of the initiative for ‘Standardization of Tools and Data Sources’?

To standardize the tools and data sources used by the Commercial team

What are the key components of the "Alignment with clusters" initiative?

Planning, Refining costing models, Prioritizing contract negotiations

What is the goal of the revenue leakage audit?

Identify main recurrent sources, Define new model and procedures

What are the objectives of negotiation?

Maximize profitability & return on investment

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Commercial Excellence

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Questions 9

Answers

1
What is the objective of the ‘Business Development Process Review’ ?
To increase the number of projects
To stock the break room with an unlimited supply of donuts and coffee
To hire more staff for project development
Reduce portfolio management “pain-points” & standardize project development
2
What is the target set by ADVARIO for Horizon 2030?
Double the EBITDA
Triple the Coffee Intake
Double the Revenue
Double the Projects
3
What are the essential elements of the initiative to review the ‘Customer Journey’ process?
Focusing on contract renewal/termination
Focusing on lead generation
Identifying pain points, standardizing processes, definition of roles
Implementing a random approach to contract negotiations
4
What factors determine the pricing within a commercial team?
Only analyzing at Profitability
Internal & External benchmarks & Competitive advantage
Historical Commercial terms
Gut Feeling
5
What is the primary aim of the initiative for ‘Standardization of Tools and Data Sources’?
To implement new software systems
To standardize the tools and data sources used by the Commercial team
To expand the commercial team
To develop new marketing strategies
6
What are the key components of the "Alignment with clusters" initiative?
To build rapport with cluster leaders, to organize a karaoke night
Planning, Refining costing models, Prioritizing contract negotiations
Instead of traditional contract negotiations, host monthly potlucks
Skip detailed contract planning
7
What is the goal of the revenue leakage audit?
Capture quick-wins
Identify main recurrent sources, Define new model and procedures
Introduce a tax on Pizza.
Investigate the mysterious disappearance of paperclips.
8
What is the projected percentage of contracts that will be renewed in 2024 in terms of revenue?
Same % as my bonus / increment
29%
31%
33%
9
What are the objectives of negotiation?
Maximize profitability & return on investment
Maximize tank occupancy
Minimize the number of awkward silences during negotiations
To Maintain business & personal relationship

Commercial Excellence Flashcards | StudBud