By Nadia Bulcourt – July 03, 2023
Updated January 14, 2024
Five years after the video I made on BFM, many of my contacts among friends and partners have often asked me if the Finelis model of five years ago was unique.
How do we know that in 2023, 2024, 2025 and beyond, this model will still be unique? I’ll try to answer that question honestly.
Five years ago, we already had a unique model. There were very few sales outsourcing companies on the market.
Entrust your sales to Finelis thanks to sales outsourcing: www.finelis.com.
Remember 2018… Covid 19 had not yet made its appearance. We were still meeting customers physically. This meant that the challenge for customers was to be more effective commercially with their prospects and, consequently, with their end customers.
At Finelis, we helped them to better prepare for their meetings, and to be more effective during them. We didn’t ask ourselves or them about “non-presential” meetings.
So, our model was unique, because there were very few companies doing what we did for very high-level functions (CFO, COO, compliance, etc.).
And then Covid came along. So, we also had to reinvent ourselves. Our unique model enables us to help all types of customers, even those we don’t yet know – new prospects.
First, we ask the customer: what are their short-term, medium-term or long-term business objectives?
We don’t just focus on the short term. We’ll really focus on what they want to achieve in the short, medium, and long term.
Why is this important? Because if you have a product that sells in six or twelve months, if I ask you what your target is in three or six months, that’s all well and good, but we’re not going to sell any product in six months. So, there’s no point.
So, we’re going to focus mainly on short-term, medium-term, and long-term objectives, and we’re going to ask the customer for his budget, just as we did five years ago. If he has a budget of €500 or €50,000, it’s not the same thing.
And in fact, why is it unique? It’s because, based on this objective and this budget, we’re going to think internally, and carry out our analysis process, which will also depend on the customer’s commercial maturity.
A customer can be very mature commercially, or not at all. We have three levels of maturity.
So, we have three types of customers, and depending on their level of maturity, their objectives, and their budget, we may or may not propose a sales action plan that can be activated immediately.
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