Strategic Value Selling
Create unique added value together with your customers – strengthen your pricing power – boost sales and profit!
Smart Strategy in B2B
Delighting customers with value-added digital offerings - boosting business success
Strategic Excellence in B2B
Systematically developing and implementing breakthrough growth strategies, worldwide.
Strategic Excellence in B2B
We help B2B Companies leverage Strategies for profitable Growth & superior Business Performance
In an increasingly complex and volatile environment, a superior Strategy is the basis and starting point for long-term success. Cost cutting, process optimization and securing cash are necessary, but not sufficient to defend your market position in the long-term. Strategy is dynamic - the winners in the competitive race adapt to changing conditions like chameleons and continuously reinvent themselves to stay relevant. A look in the business press shows that companies which fail to do so will sooner or later disappear from the market!
Strategic success principles are universal and transcend particular industries. Therefore, organizations should not only closely monitor their direct competitors, but take a much wider look to discover new chances and business ideas.
As a strategy expert, Hans Walter Fuchs builds on this insight: In his projects, he draws upon many years of experience in different industries and helps his clients to develop and implement international success strategies at the Corporate and Business Level as well as in Marketing and Sales. The goal is profitable growth and superior business performance in the competitive arena.
Strategic Value Selling
Systematically create unique added value together with your customers - strengthen your pricing power – boost sales and profit!
Strategy services and resources
Hans Walter Fuchs helps you to develop and successfully implement international growth strategies To this end, he has developed a comprehensive portfolio of services.
Strategy consulting
Hans Walter Fuchs helps you to meet strategic challenges at the Business Level as well as in Marketing and Sales. He assists you, e.g., in developing and implementing growth objectives and strategies, crafting and monetizing value-added digital offers as well as increasing sales performance in the new product and after-sales business.
Speaking
Best practice from leading companies, pragmatic recommendations, immediate application - entertainment, inspiration and provocation. This is what you can expect when you book Hans Walter Fuchs as a speaker.
Workshops
Immediately applicable knowledge about Strategy, Marketing and Sales – delivered in a compact way in only a few days. In his Workshops/Seminars, Hans Walter Fuchs shows you how to effectively formulate and implement success strategies at different levels of your organization. The objective is to strengthen your market position and competitive power.
Whitepapers
Hans Walter's whitepapers provide in-depth analysis and insights into the issues that drive profitable growth and superior business performance. They cover a broad range of topics, industries and challenges.
E-Books
In Hans Walter´s E-Books you learn how to systematically approach specific strategic challenges and meet them in a pragmatic way. Contact us for further information!
Online Strategy Check
Do you regularly check your company's future fitness? How sustainable is your competitive advantage? Quickly answer these and other questions with the help of Hans Walter´s Online Strategy Check and identify areas for improvement.
Do you regularly check your company's future fitness?
Quickly answer these and other questions with the help of Hans Walter´s Online Strategy Check and identify areas for improvement.
Newsflash
In his Newsflash, Hans Walter informs you about his latest offerings and activities and discusses exciting challenges in the areas of Business Management, Marketing and Sales.
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Boost your Pricing Power with Strategic Value Selling
In a dynamic environment, many companies are faced with increasing cost and price pressure. However, companies which offer unique added value in their customers´ eyes still manage to achieve above-average profits.
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Value-oriented Selling and Pricing of Industrial Goods and Services
Is your company facing increasing price pressure? Then you are in good company: In a survey by the German Engineering Federation (VDMA), around 70 percent of machine builders cited growing price competition as a major future challenge (Commerzbank:
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Using Scenarios to develop successful Future Strategies
Do you have a plan for the future – a strategy which will keep your company still relevant 5 years from now? Admittedly, it is difficult, if not impossible, to make plans in a turbulent environment. Short-term survival is the first priority.
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Building value-added partnerships through Co-Creation
Customer loyalty is high on the corporate agenda: Loyal customers buy bigger quantities, they buy more frequently and they recommend a company to others. This leads to recurring business and boosts financial success.
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Implementing Strategy in Sales
When you ask salespeople if they know their company´s strategy, you often get mixed results: Some will cite objectives, such as ´growth´ or ´profit´ (instead of describing a strategy). Others often don´t know their company´s strategy at all.
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Strategic Excellence – Learning from the Best
When it comes to Strategic Excellence, Google, Apple, Amazon and Facebook are often cited as best practice examples. What makes these companies so successful?
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Value-Added Strategy 4.0 in the Machinery Industry: More Value for your Customers - More Profit for your Business
Growing price pressure is becoming an increasingly daunting challenge for many companies in the machinery industry. The reasons are manifold: Saturated markets, more demanding customers, rapid technological progress and low-price competition from emerging markets.
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Why Companies (don´t) change
Agilty is the new management buzzword. It says that organizations should react quickly and flexibly to a changing environment or – ideally – that they should drive the change themselves before others do so. If they react too late, their very existence will sooner or later be at stake.
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Corporate Culture as a Competitive Advantage
Companies which ask themselves how they can strengthen their position amid ever stronger competition should take a look at their culture.
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How to use Strategy Tools in the right Way!
Strategy tools are used to take decisions and to simplify and visualize complex situations. They are ´intelligence boosters´ which help us to do the right things - e.g. to decide whether a particular product should be discontinued or if entering a new market makes sense or not.
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Avoiding Discounts through Value-based Pricing
Increasing price pressure is a universal phenomenon and many companies struggle to get their prices accepted by increasingly demanding buyers. An effective way to counter this trend is Value-based Pricing.
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Strategic Marketing is more than Advertising
Manufacturers of complex technical products often believe that Marketing is synomymous with marketing communications. This includes producing sales literature, organizing trade fairs and publishing advertisements in the specialized press.
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Developing and implementing breakthrough Strategies for profitable Growth and competitive Advantage
In turbulent markets, a superior business strategy is the key to long-term success. Cost cutting and process optimization are necessary, but they are not sufficient for a company to remain competitive in the long term.
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Achieving Peak Performance in International Product Management
In a global world, International Product Management plays a key role. Products need to be adapted to the individual requirements of different markets and have to be sold locally.
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Leveraging Value Selling to escape Price Competition!
Many companies today are facing increasing price pressure and are looking for new ways to boost their profits. The prevailing view is that customers buy ex- clusively based on price and that they hardly appreciate any added value
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Growing more by doing less
Companies which are confronted with rising costs often offer an inflated portfolio of products and services, many of which are neither profitable nor competitive. These organizations can be compared to a growing tree which develops an increasingly complex structure of twigs and branches.
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Are you nickel and diming yourself to death?
When reading the business press or talking to decision makers, you can get the impression that short-term profit maximization through cost cutting is a company´s primary goal. Of course, it is necessary to continuously optimize one´s cost position in the face of hyper competition.
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Identifying and realizing growth potentials in your sales organization
Realizing significant sales and turnover increases is a particular challenge in mature and stagnating markets. Still, most companies have ambitious growth objectives: They want to grow faster than the market and, ideally, achieve double-digit growth rates.
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Strategic new Business Development
Successful companies usually have ambitious growth goals. However, in many cases the performance of their current business is not strong enough to reach these goals. As a result, companies have to realize new growth potentials. To do so, we recommend a systematic approach.
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Boosting Business Success with integrated Market Management
Meanwhile, a number of approaches are available to solve the classical ´conflict´ between Marketing and Sales. However, there is much less focus on the cooperation of the two functions with their company´s service department.
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Professional Management as a permanent Turnaround
When companies get into trouble, a more or less radical turnaround is required to get them back on track. However, professional turnaround managers don´t have a magic formula which enables them to save a company overnight!
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Optimizing cross-functional cooperation, releasing growth potential
In many companies, the different departments don´t really cooperate – rather, they work alongside each other and, sometimes, even against each other.
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Why do your customers buy from you?
Do you know why your customers buy from you? If you ask managers and co-workers in your company´s different departments, you will most probably get widely differing answers.
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How to develop a great business plan
Business plans are often associated with start-up companies which need money from a bank and therefore have to present a comprehensive concept.
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Who is your competitor?
At first sight, the answer to the question ´Who is your competitor? seems easy: All companies which produce or market similar or comparable products and services. However, this is a limited view, because, in general, competition is not limited to direct rivals, but goes far beyond.
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Sell Profit, not Products!
Your customer is not interested in your products and services at all! He buys from you, because he wants to solve his problems and reach his targets. That may sound provoking, however, the customer is always focused on his own benefit.
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Get out of the Commodity Trap!
Many companies are facing the challenge of product ´commoditization´ over time. Commodities are offerings with no unique differentiators, sold primarily via low prices. Example:
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The 5 Pillars of an excellent Business Strategy
Excellent business strategies rest on 5 pillars. They can be used as a benchmark to review existing strategies or to develop a new strategic direction.
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Building new competitive Advantage with product-enhancing Services
Many producers of industrial products are facing increased price pressure. Competition is mainly coming from Asian low-price companies which aggressively enter European markets.
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Introducing Key Account Management successfully
Given limited sales resources, (even the biggest company has ´limited´ resources), ambitious growth and profit targets can only be achieved by strictly focusing on attractive customers. This, of course, does not mean that the other customers should no longer be served.