SOLUTIONS IN COMPANY

Success cases

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Alimental SA (Argentina) – Provimi Group

Part of the Dutch Group Provimi, a global leader in animal nutrition industry


Customized design, organization and execution of an “in company” Workshop for the Sales Team, based on “Client-Oriented Sales” and “Key Relationship Management.” This highly participative training on strategic topics provided valuable tools to increase the market share in selected key accounts and an insider’s business perspective in those organizations.

Key Account Management (Spain)

A Catalonian company, a feed flavour & additive market leader with business offices in America, Europe and Asia.


Customized pilot program design and implementation of K.A.M. together with Key Relationship Management applied to selected accounts managed by the European Sales Team. Three “in company” Workshops were organized (Kick- off, Follow-up and Review) to introduce, develop and evaluate the new methodology. Additionally, there were individual follow-up sessions (coaching) with Sales managers.
A new internal communication dynamics was created between the Sales and R&D teams along with areas to exchange ideas and improve their strategy alignment.

Premium technical service

Multinational and domestic organizations (Mexico)


New technology (Premium Client Service) introduction and coordination from a German organization laboratory – global feed additives leader – to its main Mexican client’s production feed plants (# 1 poultry producer).
International Relationship Management training was developed by the German supplier in order to analyze the Mexican client's complex organization and relations with their several technical teams throughout the country. Internal and external communications were improved. The local needs of the Mexican client were clearly perceived when a K.A.M. training was implemented in the supplier’s organization. The alignment of the business (in Mexico) with the technical (in USA and Germany) strategies resulted in the Premium Service recognition and the client’s complete satisfaction. 

Business Unit’s (BU) coordination

Multinational and international group organizations


K.A.M. program design and execution at a Mexican branch of a multinational German group – chemical industry leader.
Three in-company workshops (Kick-off, Follow up and Review) were organized and developed with Sales Teams from six different BU. Individual follow-up sessions (coaching) to the Business Managers were provided. A leadership program and a common action plan were agreed upon by the six BUs in order to make a thorough analysis of their key international client’s needs – a Mexican leader paints manufacturing group with small companies in North and Central America.  Common objectives, strategy alignment, actions and regional supervisors’ support were negotiated by the BUs. International Relationship Management training was implemented in order to understand the Mexican organization and its decision-making process. The six BUs found synergies to increase their business opportunities and consolidate their strategic multisector suppliers’ position.

Family-owned company operating in global markets

A Spanish company –animal nutrition producer with sales in Latin America, Europe and  Asia.


An internal strategy alignment program (sales, R&D, technical service, production and marketing) was developed in order to accelerate the creation cycle and market positioning of new products. Internal communication, processes and data management tools were improved. The product portfolio was revised and client segmentation was applied to the domestic market. Corporate image management was improved by increasing communication with stakeholders (academic groups, industry regulatory agencies, associations, opinion leaders and media). A short- and medium-term strategic plan was formulated to develop new product lines in cooperation with local and international research parties.

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