Customer Research and Market Planning
“B2B buying has changed. Selling hasn’t!” Despite investments in Customer Relationship Management (CRM), quality, new talent and other “initiatives,” many companies are struggling to achieve their organic growth goals. Why? Because the buying process at most companies has changed dramatically. Today, the internet provides “free” information for comparisons, most buying is done by teams, and customers are searching for unique value that will help them grow.
KCG helps you truly understand how customers make buying decisions, including what they value in a sales partner. Our approach combines in-depth interviewing techniques and Six Sigma methods to develop a deep understanding of your customers’ buying process and needs. That understanding forms the basis of growth strategy workshops that help create a sales approach that will differentiate you and create customer loyalty.
Continuous Improvement
Continuous improvement initiatives can get bogged down in their own methodology and process. KCG consultants have extensive experience in process improvement, including training in Six Sigma methodologies. We begin by helping companies diagnose their growth challenges in the form of a problem statement. By following a rigorous process, we help create an environment where data and focus drive results.