Developing a disruptive growth strategy
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BAM, a leading European construction-services business, has started the transition from an operational, process-oriented business to a company with a proactive, holistic customer approach and relationship. This way, BAM can anticipate (latent) customer needs and focus innovation based on relevant developments in the world. BAM asked SparkOptimus to support them in translating their strategic themes into value propositions based on customer needs.
“With their experience in client-first thinking and analytical mindset, SparkOptimus helped us to better understand the customer needs and share our business development strategy”
Johan Winnubst
Manager Business Development BAM Infra NederlandBased on the existing strategy, we enabled BAM to structurally address their key themes. This resulted in tangible concepts that are relevant for BAMs clients and enable BAM to become an inspiring partner early in the customer journey. To do so, we set out to create a standardized commercial framework to engage with customers.
In close collaboration with BAM, SparkOptimus delivered tangible sales material and customer priorities to support an open, informative and inspiring exchange with potential clients. We offered practical guidance for account managers to reach out to clients. This resulted in a uniform approach across the different levels of their strategy and commercial elements that support the concepts.