Does your company have a unique, differentiated offering which provides significantly more value to customers than does your competitors’ offerings? Do you believe your company has a clear right to win against competitors? Yet, is your company struggling to take market share from said competitors? If this is the case, your company likely lacks best-in-class commercial excellence capabilities.
Commercial excellence includes all the ways your organization creates, captures, and manages demand:
- Comprehensive market intelligence and customer perspectives that inform your commercial approach and implementation
- A compelling value proposition and robust commercial scheme that generates and secures demand
- Exceptional execution competencies within your sales, marketing, customer service, channel partnerships, branding, pricing, and product management functions
- The necessary workforce, protocols, equipment, and technology to enable these execution competencies
- Consistent and thorough evaluation and monitoring to track progress and guide improvements
Ducker Carlisle’s Commercial Excellence approach unites commercial strategy with commercial execution in an ongoing continuous improvement cycle:
Ducker Carlisle's approach begins with deep understanding of the market, and especially the customer journey, to inform how to best engage customers and therefore build the required capabilities to engage. Our latest white paper, Understanding Your Customers' Journeys: The Foundation of Commercial Excellence, details our unique approach and the positive outcomes for our clients.
How might you know if your company has the opportunity to improve its commercial excellence capabilities? Here are some common indicators:
