managing the sales performance/media/corporate/pdf... · kazerne blairon, 2010 • pps project •...

MANAGING THE SALES PERFORMANCE

Geert Verachtert Director Strategy and Business Development groep Van Roey June 3rd 2015

Our mission Building with people

groep van Roey Think global, act local

Our values KOERS

Our customers B2G, B2B and B2C

Our world Macro economical & technological trends

Our government Budget constraints

Our construction world More complex business processes

Our positioning Total solution provider

Sport accomodation Sportoase Rotselaar & Beringen

• PPS projects • Exploitation during 20 years • 365/24/7 open @ lower costs

Redevelopment Kazerne Blairon, 2010

• PPS project • 50.000 m² in city centre • Local administration, police,

Thomas More campus, congress centre, social housing

Redevelopment be-MINE, 2009

• PPS project • Masterplan 32 hectares • Tourism, culture, retail, sports, living, care, offices • 150 M EUR – 500 jobs

Centre development Zoersel, 2014

• PPS project • Multiple sites • Library, horeca, administration fire deparment, childcare, residential living, care

Private development Prins Kavelhof, 2017

• 190 housing units • Exploitation during 30 years • Care assistance (via Familiehulp)

What does it mean for us ? Higher complexity in all domains

FROM TO • B2B B2B, B2G and B2C

• Individual needs • Specialised competitors • Regulation and legislation

• Build Design-Build-Finance-Maintain-Operate

• Complex (PPS) projects • Total solution provider • Multiple stakeholders & influencers

• Van Roey groep van Roey

• Broader region • More people • Different locations

What does it mean for M&S ? Competenties, processes & tools

FROM B2B, B2G and B2C • Individual needs • Specialised competitors • Regulation and legislation

DBFMO • Complex (PPS) projects • Total solution provider • Multiple stakeholders & influencers

groep van Roey • Broader region • Many people • Different locations

TO Making strategic choices • Marketing planning • Competence cells • Conceptual thinking • Networking • Benchmarking

Making selective choices • Collaboration & Co-creation • Consultative selling on C-seat level • Integral project management • Longer sales cycles

Internal & External interaction • Corporate branding • Digital marketing • Entrepreneurial behavior • Transparancy • Collaboration

Leadership Role modeling in strategic domains

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Belfius Onderhoudsfirma

lening 70% onderhoudscontract

Eigenaar school

terbeschikkingstelling BBV (DBMF-contract)

Gemeente Wuustwezel

Subsidie

Agion

• IST • ESR neutrality - no Agion subsidies • Pilot project • Meeting mayor

• DBFM plan – ESR95 neutral • Yearly disposal allowance

• SOLL • Meeting with cabinet Crevits • Yearly subsidies • Economical risk @ private SPV • Set-up infrastructure fonds

• Build a leadership position • Spin-off to other communities • Future school concept ?

CRM Single source of truth

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SALES MARKETING SERVICE

• Project & Customer follow-up • Transparancy in sales funnel • Forecasting • Collaboration • Mobility thanks to Office 365

• Event management • Contact management

• Maintenance contracts

SharePoint Platform for communication & collaboration

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• Sharing of documents without e-mailing

• Collaboration without e-mailing

• Easy search and access to documents

• Calenders (teams, projects)

• Intranet sites

• Integrated extranet, portal for business partners

• Integrated project sites and teamsites (HR, Finance, marketing,..)

• Integration with Outlook and CRM

• Mobility thanks to Office 365

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275 years Event on October 2nd 2015

21

Communication: new style Build engaging dialogues with our target audience

LET’S CONNECT!

@VerachtertGeert