Benoit Guiblin | Regional Director Center-West | Dalkia

This is a lead text and needs your attention.

Your customer-focused approach isn’t only talk, when selling your offer. As an outside mediator, you provide a customer-focused outlook throughout the project, which is vital to a sales approach overhaul. If it had come from management, it would have been perceived differently. Focusing on the customer helped to accept the idea. As well as showing how things are done elsewhere, in other companies. It’s important in our oligopolistic business. Understanding what takes place in other companies helped people to express themselves.

It’s always difficult for consultants to address operational departments. Quite often, consultants have a more general, corporate approach. Compared with other consultants, your strong point is being able to focus on operational aspects.