Services
We turn customer insight into growth.
We start with your expertise, and we ask your customers what creates value for them. Based on that, we work with you to develop strategy, sales, customer relationships, and growth in new markets.
- The founders do the work themselves.
- We stay involved until the change shows up in everyday work.
How the work proceeds
We ask before we propose.
In most cases, the work begins with us listening to your leadership, staff, and customers. Only after that do you decide what to do. We put together a plan based on your situation and needs.
We find out what's really happening
We talk to your leadership and staff, interview your customers, and go through the data you already have.
Together, we change what's worth changing
Based on the findings, you decide what to develop, what to do differently, and what to let go of. A new way of working is built together with your team.
We make sure the change shows up in everyday work
We agree with you on a follow-up rhythm and metrics so you can see whether the change shows up in your results.
Each stage delivers a finished result. You can pause after any stage.
How we help, step by step →Not sure where to start? Tell us about your situation, and we'll suggest a first step →
Customer insight
Do you know why your customers choose you?
Leadership usually has a good sense of it. In our experience, customers tell an outside interviewer things they won’t tell a salesperson. The founders interview your business or consumer customers themselves, test your sales channels through the customer’s eyes, or find out whether the market will buy a new product.
Customer Understanding Services
- Purchase Reason AnalysisWon and lost customers explain, in their own words, why they buy and why they don’t.
- Mystery Shopping →Testing your sales channel through the customer’s eyes: stores, partners, and customer service. You get conclusions, development suggestions, and a benchmark for the next round.
- CommercializationA market study shows, before you make a major investment, whether the market will buy a new product and which value proposition works there.
What you get
- Findings in your customers’ own words
- Conclusions and development suggestions
- A debrief where you decide where to start
Strategy
Whose view is your strategy based on?
Strategy is usually shaped by the leadership team’s view. When you bring in the views of your customers and staff alongside it, your choices align with what customers are actually willing to pay for. That’s also when your team starts to see the strategy as their own. We help wherever you are—from assessing your current state to building and implementing your strategy.
Strategy services
- Current state assessment of your strategyAn assessment of whether your current strategy holds up in the eyes of your customers and the market.
- Strategy WorkStrategy is built in strategy workshops based on what customers, staff, and leadership tell us.
- Strategy UpdateYour existing strategy is updated to reflect what’s happening in the market now.
- Strategy Implementation, Goals, and MetricsYour strategy becomes goals and metrics for every team, tracked in everyday work.
- Post-Merger IntegrationTurning two companies into one functioning whole, including in the eyes of customers.
What you get
- A few clear choices, each with an owner
- Goals and metrics for teams
- A rhythm for tracking the strategy’s progress
Sales Development
Do you know why you lost your last deal?
Your CRM shows that a deal was lost. The buyer knows why. The salesperson’s assessment and the buyer’s actual reason often differ. We interview your won and lost customers, as well as your best salespeople, and use their answers to build a shared way of selling.
Sales Development Services
- Customer Acquisition ModelWe decide with you who to sell to, with what message, and in what order.
- Solution Selling ModelYour best salespeople’s approach becomes the whole team’s shared way of selling.
- Sales PlaybookCustomers’ reasons for buying, questions, and answers, all in one tool for your salespeople.
- Closing the dealEvery proposal gets a next step and a date. The salesperson knows who decides and when.
- Sales Management Rhythm and MetricsA weekly rhythm and metrics that keep the new way of selling alive.
What you get
- Findings on why deals are won or lost
- A shared way of selling and a sales playbook
- A weekly management rhythm and metrics
Customer development
Which of your customers is already quietly on their way out?
Few customers ever say they’re leaving. They just buy a little less, respond a little slower, and request quotes elsewhere. We find out why some customer relationships grow while others fade. At the same time, we learn what your current customers would buy more of from you. Based on this, we work with you to build a customer management model that the whole company follows the same way.
Customer development services
- Growth Potential in Current CustomersYour current customers tell you where the relationship could grow.
- Customer Churn AnalysisCustomers who left explain why they left and what would have made them stay.
- Customer Management ModelCustomers are classified and segmented. For each group, you agree how much attention it gets and who’s responsible for it.
- Key Account PlansA responsible owner and a one-page annual plan for every key account.
- Customer Experience TrackingCustomer feedback is collected regularly so that drop-off is noticed early.
What you get
- Customer classification and responsible owners
- One-page plans for key accounts
- A way to spot drop-off early
Internationalisation
Why would a buyer in a new market switch to you?
Market size and growth can be found in reports. What switching would actually require is something only buyers know. We interview buyers in your target market before you invest in it. After that, we help with everything from choosing the market to landing your first resellers and deals, as well as growth in markets where you’re already active.
Internationalisation services
- International Market StudyBuyers in your target market tell you who they buy from and why.
- Market Entry PlanA decision on who to sell to in the market, with what offer, and through which channel.
- Reseller and Partner SearchYour first resellers, meetings, and deals in a new market.
- Growth in Existing MarketsWe find out where your next growth lies in a market where you’re already active.
What you get
- Buyers’ view of the target market
- International expansion strategy and market entry plan
- Support finding your first resellers and deals
Leadership Coaching
Who does your CEO think out loud with?
Some decisions are hard to weigh with your own team. A founder supports your CEO and leadership team on an agreed rhythm. The conversation also draws on what your customers and your team are telling you. The whole setup is built around your situation.
Leadership Coaching Services
- CEO CoachingAn outside sounding board to support decisions while things are still open.
- Leadership Team CoachingA leadership team rhythm, roles, and decisions that support the strategy in everyday work.
- Tracking and Leading Development ProjectsA founder tracks or leads projects until they show up in results.
- Making Change StickThe new way of working stays alive even after the workshop ends.
- Training for Leadership and TeamsTraining is built around your own situations.
Three ways to be involved
- CoachingYou have your own lead and resources. A founder coaches your leadership monthly.
- Development PartnerA founder gets involved in leadership and tracks execution.
- Lead ResponsibilityA founder acts as an outsourced development director for a set period and takes on part of the operational responsibility.
Authors
Who you'll meet when you get in touch.
Tomi Tapper
eMBA · Aiemmin toimitusjohtaja, Kiva
Taustaa: Dustin Group, Fox Racing, Arwidson
+358 400 797 300
tomi.tapper@voittogroup.com
Mikko Fransila
BSc · Aiemmin johtaja, PwC
Taustaa: Deloitte, EY, Nokia
+358 50 567 6088
mikko.fransila@voittogroup.com
Markku Larkio
MSc · Aiemmin toimitusjohtaja, Chilitaito
Taustaa: Lidl, Microsoft, FootBalance
+358 50 409 4142
markku.larkio@voittogroup.com
Contact Us
If any of these are on your agenda, let's talk.
A few sentences in your own words is enough. We’ll respond within one business day and tell you directly if we can help and where we would start. If the matter can be handled without us, we’ll tell you that too.
Would you rather talk?
A 45-minute conversation with one of us can also be booked directly from the calendar.
45 min · Teams or Google Meet · No sales pitch
Or by email: hello@voittogroup.com