Sales (Re)structuring & Selection in Leiden

In Leiden a sales process designed for quote, negotiation and signature runs aground on the phase in between. At a customer on the Bio Science Park, the road from interest to order passes through an evaluation, a validation, an approval from the technical service and sometimes a funding decision that has not been taken yet. In an ordinary CRM that reads as months of inactivity, so the deal drops out of view or sits on likely forever. We turn those steps into proper stages with their own exit criteria: what has to be finished before an evaluation becomes a request. We also split the roles. Somebody has to be the technical counterpart of a researcher or specialist; somebody else has to guard the process. On the east side of the city the mirror image applies: there the process only starts at a request for quotation, and that is too late.