Value-based Offers in the Energy Utilities Industry: What are Your Proposals to Business Customers?
Previous Title: Volume or Value in the Energy Utilities Industry: What is your proposal for B2B Customers?
Who is it for?
Senior managers with several years of experience in line management positions or support functions in the utilities industry.
What business issues will we address?
Are you moving from a commodity supplier to a premium product supplier or to a solutions provider, or are you combining these different strategies of “value-priced offer”, “premium offer” and “custom- made solutions” ? This decision will have a serious impact on how you structure your organization, what kind of skills, processes and monitoring systems you need.
What will I be able to do after participating?
You will be better able to:
- Influence the strategic direction of your company: value-priced offer, premium offer, custom-made solutions or all three.
- Develop a plan to prepare or to improve your organization for smooth process in order to deliver the price stratey.
- Develop a plan to meet the premium offer criteria.
- Develop a plan on how to organize your team to enable them to be efficient player in multi-disciplinary B2B project management approach.
- Support your people in understanding the different aspects of B2B custom-made solutions selling.
- Integrate the different competencies in your company for delivering the right solutions for your clients.
- Lead international sales & marketing teams towards your B2B strategy.
