SALES AND MARKETING
Achieve Your Goals
JHG Consulting helps companies optimize their marketing and sales strategy to drive profitable growth. We do this by drawing together insights from your customers, markets, business environments and internal organization. Then we model the economic implications of these insights and compare them with what’s working for other companies. From there, we work with management to embed change in the organization’s practices and processes. The result? Value-creating commercial strategy that is unique to your business — right down to individual products, programs and customer segments.
Our marketing and sales capabilities span the entire commercial journey.
New product and service development
Bring a customer focus to developing new products and services. Assume a customer-centric lens as we develop new offerings. A key part of this is developing an understanding of customer needs — both met and unmet — from your own product offerings plus those of your competitors in order to identify new opportunities.
You’ll increase revenues and reduce the risk of failed product launches. You’ll also surface untapped product and service opportunities, and improve efficiency and speed to market, all via our customer-centric approach to innovation.
Pricing strategy
Maximize overall profit while increasing margins and/or market share. Getting pricing right is one of the most critical commercial decisions for any business. It can lead to significant increases in top-line results; the bottom-line effect is even greater. Our approach allows you to develop the optimal initial pricing framework and sales incentives and to see ongoing benefits from an analytical pricing framework informed by customers, market conditions and the competitive environment.
Go-to-market and commercial organization
Define the optimal go-to-market strategy and commercial organization that will deliver against revenue growth or profit improvement objectives. In both nascent and mature markets, companies need to make complex choices around their go-to-market strategies, considering both direct and indirect models. In nascent markets, the relevant channel infrastructure may not be available, and a business may need to invest independently or in partnerships to build new routes to market. In mature markets, the distribution landscape may be evolving or consolidating. A business needs to select carefully the go-to-market and commercial models that would effectively and efficiently get its products or services to the customers, while allowing the business to capture the maximum value across the distribution chain.
Channel strategy
Make the most of your channels to market by being in the right places in the optimal way. We can help you develop this optimal strategy through an understanding of the customers’ journey and their likes and dislikes, combined with channel requirements, incentivization levers and cost to serve. The outcomes will include greater reach, strategic differentiation between channels and outsized share in growing channels — all translating to more revenue and profit.
Sales force effectiveness
Improve and accelerate sales performance by determining the right processes and enablers to maximize the commercial team’s effectiveness. To realize sales gains, sales and marketing processes need to align with the customer strategy and go-to-market model throughout the sales cycle. Sales enablers, such as compensation scheme for the team, key performance indicators, systems and tools, and training programs, must also be established to ensure that the sales team has the best support. We advise and support management teams on establishing the right infrastructure to root out sales productivity drains, align incentives and ultimately drive sales growth.