CCIAI

1 Introduction

Through a series of evaluations, the customers were diagnosed comprehensively and objectively, the gap between them and the benchmark was understood, and the planning route of improving core competence was formed through training. By using the products of Liyi's sales competitiveness evaluation, a comprehensive evaluation of the sales and business opportunity management system has been made for M Company, and the key tasks for improvement have been given, and the improvement roadmap has been drawn up.

2 Customer Background Introduction

Founded in 1967, M company has eight business lines, including international business department, feed engineering, grease engineering, grain engineering, biomass energy engineering, powder (food) engineering, brewing engineering, and two independent cultivation companies, agricultural machinery chain and tunnel company. In 2012, M Company signed a new contract of 6 billion yuan, ranking first in China (more than 50% of the total), second in the world, and 93 countries and regions in the world in product marketing. M company's vision is to become a world-class machinery manufacturing and engineering service enterprise with advanced technology.

3 customer pain points

M company is a mechanical engineering contracting enterprise for enterprise customers. In the current economic downturn and fierce market competition, further enhancing the core competitiveness and strengthening the main business of M company is the strategic development direction of the company. Marketing is the company's core ability to establish customer relationship, enhance brand influence and obtain orders. It directly determines the company's business scale, determines the response of the whole chain of project delivery, production logistics and so on. It is the company's basic ability to continuously strengthen and consolidate. The company should make a further diagnosis of the marketing ability of the enterprise, determine the direction of improvement, and formulate a later promotion plan.

4 Consulting Needs

1) Organize marketing team personnel to evaluate, diagnose and issue analysis reports on the capabilities of customer funnel, market insight and user insight; including in CCIAI system, develop evaluation module, instruct M company senior and business personnel to start evaluation, manage and control the progress of evaluation, determine the submission of evaluation results, and output evaluation reports by the system.

2) Conduct a one-day high-level interview on the customer funnel, market insight and user insight to understand the main aspects of the problem as a supplement to the system report.

3) Analyse the ability shortcomings in the report, call the company's ability improvement components and training packages, and carry out targeted training, so as to have a positioning and promotion role for M company's marketing ability.

5 Customer Value

Through the implementation of the project, customers have a comprehensive and objective diagnosis of their own business opportunities funnel, market insight and user insight ability, understand the current shortcomings and strengths, and understand the gap between the benchmark and the benchmark. Through the training, we know how to improve the specific methods and means of market insight, and form a planning route to enhance core competence to guide the follow-up implementation.