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FAQ

Please browse through our Frequently Asked Questions.

3. Can I trial or sample some methodology/data?

Yes, our ad hoc consulting workshops can address specific issues where clients perceive gaps in knowledge or skill.

4. Why are processes and metrics both measured?

Sales and Marketing functions and activities depend on numerical and analytical measures and metrics, and they have work-streams that need to be understood from a critical and pragmatic point of view. We benchmark both. For example, if you want to understand how effectively your marketing strategy is integrated with your field sales and major customer management, there is no one number that can directly tell you this. Instead, B4P provides a process map to identify road-blocks or missing steps in the ways of working and any existing processes. And B4P shares successful processes from other firms that have already.

5. Who says it’s best practice?

Quantitative data tells us if one company is outperforming another across dozens of indicators. Qualitative data describes why and how the results were achieved.
Our balanced scorecard approach means we use stakeholder groups to validate our research and work streams. These stakeholder groups are:

  • Major customers
  • Your internal stakeholders, process owners
  • Indirect competitors
  • Staff

6. Is benchmarking for you?

At B4P, we focus on customising our approach and recommendations. We always spend time upfront with stakeholders to learn their issues, required outcomes and givens.
We specialise in large multi-national companies, and therefore you will only be benchmarked with companies you can learn from. In our sales and marketing networks, you will learn from (and share knowledge with) senior marketers and senior sales people who are addressing the same challenges and issues as you are.
Four types of companies benefit from having their processes benchmarked:

  1. Progressive companies that are best-practice orientated.
  2. Those in highly competitive and concentrated markets where they may quickly lose their competitive edge in one area while succeeding in another.
  3. Companies that have not yet been able to identify successful ways of working used in other advanced markets. Similarly, they do not (or cannot) share knowledge with their sister organisations in these countries.
  4. Organisations that have no central best practice function or people to keep ahead of urgent, critical opportunities and threats, such as concentrated customers, difficulty in recruiting Sales and Marketing talent, margin decline due to intense competition, the decline in advertising effectiveness, increasing power amongst Retailers.

What exactly is a benchmark? Go to Downloads and you will be able to access a full summary of all of our 12 Process Focus Areas and 132 Process Benchmarks.

7. What can I use benchmarking for?

  • Diagnose your company problem
  • Find an objective evaluation of where you need to improve, and where you DON'T
  • See the problem from four new perspectives: your team’s (in confidence), your customer’s, your senior stakeholder’s, your indirect competitor’s
  • Acquire cost-effective recommendations on the tools and processes you need to manage in times of complexity and uncertainty
  • Identify metrics to tell you how well your current strategies and tools are working
  • Obtain latest best practice in Sales and Marketing, and acquire specialised advice on whether this will work for your company
  • Attain practical Sales and Marketing tools, templates, checklists and solutions to existing and emerging challenges

8. How does a benchmarking debrief work? How does B4P help us after the field work?

At your tailored debrief presentation, rather than the report that may never get fully read, we plan a challenging interactive session where stakeholders and Consultants workshop the findings. During the customised workshop, stakeholders are invited to generate Action Grids and critical paths to the fastest way of addressing the areas that need most focus. For reference and ongoing knowledge transfer management, B4P also provides a report in soft and hard copy.

9. Can I use benchmarking to track our performance?

Clients use B4P to underpin and ensure they continue to improve their strategy and performance year-on-year. They want to be in the know on what good looks like.

10. Is it time-consuming for me to be in a study?

No - it's highly time-efficient. One manager in each department (for example, a Key Account Manager) gives a 90-minute interview. Then all managers with 12 months experience or more complete a 30-minute questionnaire.

11. Can I use B4P but not participate in the study?

We can help you through our expert consultant on a project or one-off basis. Workshops can be run on demand from half a day duration.

12. Do I have to participate in a senior sales and marketing network or the LinkedIn groups if I join?

No.

13. Can I use B4P at any time?

Yes. We give our time freely for keynote speeches, conferences and trade bodies.

14. How much does it cost?

Contact us for a full cost schedule. The costs depend on whether we are:

  • One-day workshops cost from US$3750 per day excluding costs
  • Benchmark studies cost from US$8450 excluding costs for a two-topic study (e.g. key customer and category management)

15. How do studies work?

1. I want to attend a workshop but can’t make the date – when is the next one?

If you can’t make the date, no problem. We suggest in house workshops for four or more people. Workshops generally run each year so if you send us your details we will send you a reminder when the next one runs

2. There are a few of us who want to attend a workshop, can we book one just for us?

Yes, in house workshops are the most popular option for four or more people.

Want to know more?

You can read our Blog which is jam packed with very useful articles and free whitepaper dowload for your business, or head to the FAQ page, where (most of) your questions will be answered.

Contact Us today

Get in touch today to learn how we can help your business growth.

Send us an email or call our Sydney or London office.

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