Sales (Re)structuring & Selection in Tilburg

At logistics and supply companies in Tilburg, selling often hides inside the operation. A planner builds the calculation, someone in the office forwards it, and nobody owns the opportunity. That works right up until a request lands next to three others. So we separate two roles that currently run through each other: the calculation side, which has to be fast and faultless, and the account side, which belongs at the table months earlier. Then we add a stage most processes lack, namely the moment the shipper is still writing his requirement. The exit criterion for that stage is hard: we spoke to this party before the request was drafted. Without it, your process measures nothing but how quickly you can do the sums.