Service
Strategic commercial consulting
Auditing the existing setup, clarifying positioning, structuring the offer and designing the sales process.
- Audit and diagnosis
- Positioning
- Sales process
Many commercial difficulties are structural problems
When prospecting fails to produce, the cause is rarely the effort expended: it usually lies in positioning, offer or process.
A company presenting itself as a generalist in a fragmented market has to convince at every conversation. A company whose offer is legible and differentiated gets consulted without having to justify itself.
Consulting addresses those foundations: what you sell, to whom, at what price, through what route and with what tools. It usefully precedes any investment in prospecting or acquisition.
The work is based on your real data: won and lost bids, refusal reasons, margins by operation type and team workload. Recommendations follow from that.
Is your commercial effort producing the results you expect?
A short audit identifies where the loss actually occurs: target, offer, process or follow-up.
Who this service is for
Consulting suits organisations facing structural decisions.
Executive leadership
Directors facing a growth plateau despite sustained activity.
Commercial leadership
Managers needing to structure a team, a process or a sales toolkit.
Fast-growing companies
Organisations whose commercial structure has not kept pace with production capacity.
Companies diversifying
Businesses entering a new segment, area or client base.
Companies in transition
Organisations needing to document and preserve personally held commercial know-how.
Companies bidding regularly
Businesses wanting to improve the quality and selectivity of their responses.
The difficulties this service addresses
Common symptoms, structural causes.
Undifferentiated positioning
The company is compared on price because nothing else clearly distinguishes it.
An illegible offer
The range of services prevents the client from understanding what is actually on offer.
An unwritten process
Each salesperson proceeds differently, which makes results hard to analyse.
Tenders taken as they come
The company responds to everything, with no selection criteria, dispersing estimating effort.
Dependence on individuals
The commercial relationship rests on a director whose departure would destabilise the business.
No indicators
Without conversion tracking, commercial decisions rest on intuition.
How we approach consulting
Short, documented work oriented towards implementation.
We favour tightly scoped assignments, based on examining existing data and on interviews with the people who actually handle the business.
Recommendations are prioritised and paired with implementation conditions that are realistic given your resources. A plan requiring means you do not have is worthless.
Based on your data
Won and lost bids, refusal reasons, margins and the real workload of the teams.
Prioritised actions
Recommendations are ranked by expected effect and by implementation difficulty.
Implementation included
Deliverables are usable materials, not summary documents.
Transfer to the team
The people concerned take part in the work so the changes are genuinely adopted.
Methodology
Six parts, from diagnosis to follow-up.
Collection and analysis
Reviewing available commercial data and interviewing the people involved.
Diagnosis
Identifying loss points: target, offer, message, process, follow-up or tooling.
Positioning
Formulating a defensible position based on real, verifiable capabilities.
Offer structuring
Clarifying services, their scope and how they are presented commercially.
Sales process
Designing the stages, the progression criteria and the supporting materials.
Indicators and follow-up
Defining a simple commercial dashboard your teams can genuinely maintain.
The process, step by step
From audit to implementation follow-up.
- 01
Audit
Data collection, internal interviews and review of existing commercial materials.
- 02
Analysis
Identifying the structural causes of the gap between effort and result.
- 03
Strategy
Formulating the positioning, market priorities and offer structure.
- 04
Implementation
Producing the materials, process and tools needed for deployment.
- 05
Monitoring
Progress reviews, measurement of the chosen indicators and adjustment of priorities.
The assignment can stop after the analysis: the recommendations remain usable in-house.
Want a diagnosis before investing in prospecting?
A prior audit avoids amplifying a programme whose foundations need correcting first.
What this service delivers
Durable effects on the commercial organisation.
A defensible position
The company stops being assessed on price alone.
A legible offer
Clients quickly understand what is offered and who it is for.
A repeatable process
Sales stages are written down, transferable and analysable.
Greater selectivity
Clear criteria make it possible to decide which tenders deserve a response.
Steering by indicators
A simple dashboard makes commercial decisions objectively assessable.
Less dependence on individuals
Commercial know-how is documented rather than held by one person.
Deliverables and materials provided
Materials your teams can use immediately.
- Commercial diagnosis report
- Positioning note and supporting arguments
- Written structure of the offer
- Sales process and progression criteria
- Commercial materials and response templates
- Commercial indicator dashboard
Industries served
Consulting adapts to each organisation's business model.
Main contractors
Tender selectivity and structuring of bid responses.
Technical packages and specialists
Differentiation through expertise and positioning with specifiers.
Manufacturers
Balancing specification, distribution and direct sales.
Engineering and design
Valuing intellectual services that are hard to compare.
Development and project ownership
Structuring relationships with contractors and partners.
Services and maintenance
Moving from one-off interventions to a contract-based model.
Engagement models
Short formats, suited to the time directors actually have.
Short diagnosis
A tightly scoped audit producing a report and prioritised actions.
Structuring assignment
Full work on positioning, offer, process and supporting materials.
Implementation support
Regular reviews during deployment, with adjustment of priorities.
Targeted input
Work on a single defined subject: one offer, one response or one market segment.
Governance and confidentiality
The assignment framework is explicit from the outset.
- Scope and deliverables defined in writing
- A single point of contact at ADVERTCIX
- Interim review before conclusion
- Confidentiality of the commercial data examined
- Prioritised, argued recommendations
- Ownership of deliverables transferred to your company
Consulting covers commercial organisation. It is neither legal advice, nor financial advice, nor a project management service.
Frequently asked questions
What directors ask before commissioning an assignment.
Let us fix the foundations before amplifying the effort
A commercial programme produces far more when it rests on clear positioning and a written process. That is where to start.
Continue reading
After consulting, these services handle operational deployment.
Related services
- Commercial prospecting
To deploy the targeting and message defined during the assignment.
- Lead generation
To translate the positioning into visibility and inbound enquiries.
- Networking and partnerships
If growth is more likely through alliances than through direct selling.
Solutions and industries
- Solutions by objective
To connect the diagnosis to a concrete commercial objective.
- Industries served
To situate your model within its competitive environment.
- About
How we read commercial development in construction.
Go further
- Contact us
Describe your current commercial situation.
- Home
An overview of the ADVERTCIX commercial ecosystem.