Sales (Re)structuring & Selection in Utrecht
Why here
Many Utrecht service firms grew without ever building a sales department. The work came through the network, through existing clients and through the reputation of a few partners, and while the market was kind that worked perfectly. The problem is that such a firm has no lever to pull when things quieten down. Restructuring here therefore usually means building something that did not exist, alongside people who bill their time and for whom selling does not fit inside an hourly rate. So we design the relationship between those two first. What stays with the subject-matter professionals — a conversation where expertise makes the difference — and what moves to a role that does the same thing all year. Then come the stage definitions, in which a referral and a cold-approached account emphatically do not travel the same stages. Only then does anyone get recruited.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
Where your work actually came from over the past year is the first question. The split is nearly always more lopsided than it feels, and that conversation with the directors is the real starting point. Then we set a route per origin, distinguishing a warm inbound question from an opportunity you created yourself. Meanwhile we look at which of your current people structurally have conversations that produce something commercially, because that is the basis for the role profile.
Frequently asked questions
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Our consultants bill their hours. How do you get them selling?
Largely you do not, and you do not need to. What you want from them is that on a running assignment they notice where the next question sits, and pass it on. That step is small, fits inside their work, and produces the warmest opportunities there are. The outbound part — lists, first contact, follow-up — belongs to a role that exists for it all week, because a professional calling between two assignments never does it consistently enough to see results.
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Should a referral travel the same stages as a cold account?
No, and mixing them is one of the reasons forecasts at service firms never hold. A referral starts with trust you do not have to build, but stalls more often on scope and availability; a cold account first has to get past the question of why you. We give them their own stages with their own exit criteria and measure them separately. That also shows honestly what your outbound effort actually produces, instead of the network flattering the number.
What you invest depends on what we build. The homepage says where it starts.
Read on
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