Exploiting Talent
NDMC has introduced a geo-spatial map-based information portal to provide corporations with an easy-to-deploy method of capturing and sharing knowledge of their people skills and capabilities. The solution – implemented using Encanvas software – provides project leaders and senior officers with the means to conduct a filtered search across their global organization to find available staff for new projects that possess the necessary blend of client knowledge, experience, professional skills and domain expertise. The solution has already received great interest from the professional services sector that identifies the importance of harnessing their talent pool to leverage a competitive advantage in an increasingly global market that demands service providers able to be sensitive to regional cultural variations and can offer sector specific know-how.
Harnessing Customer Value
Since 2002, NDMC has served public sector organizations and multinational corporations with deep insight into the needs of their existing and future customers in business-to-business and business-to-consumer markets. Our concise reports expose the buying drivers and critical success factors that matter most to customers and through this knowledge we provide sound suggestions on how organizations can capitalize on first-mover advantage. Our innovative programs such as Issue Signature Analysis (ISA), Sales Edge and Horizon Scanning are designed to gather the most relevant information in the most effective way; aided by in-house developed technology tools used to capture and make sense of insights. Projects are enthusiastically delivered by our rich talent pool of IT market analysts and experienced native language research consultants with a deep understanding of European technology markets.
Identifying the Early Warning Signals of Market Change
NDMC has joined forces with insight analyst firm Insight Mapping Inc. to develop a service for corporations who seek to identify early warnings of market change. This service has recently been purchase by a global professional services organization seeking to understand market transformations in the power and energy sector. Nick Lawrie, Chief Operating Officer for NDMC says, “We’re delighted with the close partnership we are forging with Insight Mapping who are in our opinion the leading global expert organization for horizon scanning with their leading edge technology and well proven analyse methods. This new service leverages our own skills and technologies in feeding key insights to the right parts of organizations so they can fully benefit from the organizational learning opportunities.” The horizon scanning service is currently available to corporations located in the United States and Europe.
Creating a Sales Edge
In mature technology markets, product manufacturers are seeking competitive differentiation by adopting a solutions-led approach. Understanding customer issues with a view to solving customer problems requires a completely different set of listening skills and information capture methods that are alien to successful product sales people. In the present competitive climate, sales people need to rapidly conceive and deliver new, fresh reasons as to why their offer brings the greatest value. But competitors too are equipping their sales people with messages and know-how to encourage solutions selling. Across an industry, these activities performed by all competitive peers can simply cancel out any potential sales differentiator. NDMC Consulting has established a new sales, marketing and education program that delivers a SALES EDGE by equipping sales people with the know-how – supported by a new set of customer listening and insight acquisition methods – to empower sales people to identify and promote a value differentiating method. SALES EDGE creates a common vocabulary between sales and marketing people. Marketers describe their product and service offerings by describing customer issues and how they are resolved. Marketers also provide sales people with the rapid-fire compelling messages that they will use when presenting to customers. The combined result of the SALES EDGE program is an ability to move the level of the sales pitch above that of the competitors’ and to enable sales people to deepen relationships through demonstrating deeper understanding.
