Industry: Paper
Background of Client: One of the world’s leading paper manufactures
Business unit involved: Seven major local offices in the Asia-Pacific region
Business Challenges:
As an older (50+ years) conservative company, most of its management and sales staff used a price-reduction approach to close sales. Thus, the company’s profit margin had dramatically decreased in the highly competitive business environment of recent years.
Although the company had launched some highly specialized product lines to enhance its strategic positioning, the staff still used outdated methods to position and promote these products in Asia.
As more specialized product lines were to be launched, the company decided to optimize its existing business practices and develop value-driven business practices in its major Asia-Pacific offices.
Methods Involved: Design Thinking, CEN/TS 16555 and 5i Customer Management Method
Type of Transformation: Business Transformation

Project Objectives:
Transforming price-driven into value-driven business practices for sustainable long-term business growth
Duration of Project: 2 years
KPIs of Project
  • Profit margin
  • Sales effort and cycle
Our Deliverable:
  • Designed a set of new criteria for classifying the importance of existing clients and identified the 20 most important clients as key accounts for every local office
  • Developed an analytical report that identified critical procedural touch points for managing non-key accounts and suggestions for eliminating all non-critical procedures (e.g., face-to-face meetings)
  • Established a brand new tele-sales team and designed a tele-sales process with a discount approval system for non-key accounts
  • Developed a consultative selling procedure for managing key accounts
Client’s Tangible Results:
  • The overall profit margin was increased after all arrangements were implemented
  • The sales effort and cycle for non-key accounts was significantly shortened
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我們作為香港地區的 Localized Design Thinking 推動及實踐者,為幫助企業領導人管理人員能夠協同地進行創新,我們在六月份特別推出兩個極具協同效應的活動:
活動一: 行政人員午餐會 (6月14日)
主題: 制定顛覆性創新策略,為轉型創造獨特優勢  [了解更詳細內容]
活動二: 管理人員培訓工作坊 (6月21日)
主題: 打造創新產品與服務,創造突破性業務成果 [了解更詳細內容]

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四月份 Design Thinking 管理培訓工作坊的學員分享2分鐘精華沙盤練習片段

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