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