Business Winning Capability Development
Selling parts, services and long-term service contracts into the aftermarket is not the same as selling new equipment or selling batches of parts to OEMs. This is one of the reasons why the average manufacturer is only capturing 25% of their customer’s available spend. How much is your after sales business winning capability costing you in lost sales, profits and customers?
The long aftermarket lifecycle for engineered equipment provides a huge growth opportunity for manufacturers to win long-term support service contracts, lock in customers, lock out competitors and boost order books, margins and equity ratios. However, for most manufacturers, winning service contracts requires new skills, capabilities and commercial business models.
Our consultants are aftermarket business winning specialists. We not only know how to win long-term service contracts but we know how to develop the business winning capabilities of our clients too. In our experience, it requires a holistic capability approach, not just a narrow focus on sales, marketing and bid management.