MANAGEMENT & LEADERSHIP

BGML offers managing directors, CEOs, sales directors and managers direct support to enhance individual and team performance, based on over 25 years of board and senior management experience.

That experience includes full profit and loss responsibility as Managing Director of two UK-based manufacturing businesses and Sales Director of a further two. 

To build further on that knowledge and experience, BGML applied to join the ibd Business Advice Group network. The 200 independent business advisors in this network all have many years of executive-level business experience and cover all disciplines, from former finance directors to technical/engineering directors and everything in between. Between us, there are not many international business challenges that we have not faced and managed.

 

The key thing to remember is that you are not alone!

Whether you are a managing director, looking at the strengths and weaknesses of your sales operation, or a sales leader, who is looking for support, please call for a free and confidential discussion. 

 

CEO/Managing Director Support

The challenges of running a manufacturing business were exciting (but tough) enough before BREXIT and COVID-19. Now boards have to adapt and turn on a sixpence, in order to seize market opportunities, utilise capacity, optimise routes to market and adapt marketing strategy. Sales forecasting can be even more “crystal ball”, if not based on concrete, specific and measurable activity. Consequently, labour and skills demand forecasts, as well as return on investment calculations for much-needed capital investments, can be challenging. 

If uncertainty is allowed to grow within the management team, the risk of over-analysis, with repeatedly deferred decisions and multiple scenario planning, is never far away. Employees below the management team sense this (even if not in plain sight) and begin to sit back and wait for direction. In these circumstances, innovation, proactive thinking and entrepreneurial drive within the organisation are under threat.   

Management communication is vital – both up and down the chain of command. It is essential that boards speak with one voice – clearly, regularly, openly and in real-time. That can be challenging for a CEO or managing director when medium-term strategy and even short-term planning is uncertain and so heavily influenced by events. 

The quality of leadership in these circumstances is crucial and there is no shame in looking for mentoring support at all levels of the business – from someone who has got the T-shirt. 

Please call us for a confidential discussion or send a contact request here.

 

Sales Management Support

Whether you are a seasoned sales leader, or just stepping into a sales management role, the demands and pressure on you and your team – especially in the COVID-19 and BREXIT era – are very significant. 

However large the team, here are just a few of the many questions you must have under tight control: 

  • Do you have control of the current and historic quote, order and invoiced sales data – in a format and in sufficient detail that you can break it down by customer/territory/product/industry/period etc.  

  • What does your sales pipeline management system look like – is it transparent, robust, consistent and universally understood? Does your team believe in it and are they using it properly? Does the system give clear criteria for each stage of the funnel and does it link with a clear action framework to move each potential sale on to the next stage?

  • Has the sales team got clear territory, product, market boundaries and does each salesperson have agreed objectives and targets? What KPIs are given to the team for each period and how is progress measured? 

  • What is the sales skill level in your team? Prospecting, questioning, negotiating, closing – where are the weaknesses and strengths? Do you role-play in your internal training? 

  • What incentive systems do you have in place? Are they working? Is the management team fully on board with these?  

  • Is your margin control and quote calculation effective and accurate? What would your colleagues on the management team say about that?  

  • Is the marketing/sales interface working properly – are you comfortable that every lead generated by marketing activities is properly followed-up and the customer behaviour data is properly exploited? 

  • Is your distribution/agency network working for you, or just when it suits them? Is your route to market actually still fit for purpose? 

  • Do you have a clear Key Accounts Policy in place, with allocated responsibility for each Key Account? 

  • Are you capturing all the opportunities from customer contacts within the business – customer service, accounts, technical/engineering? 

 

Are you feeling isolated in the management team – does it seem like everyone is looking at you to pull in the much-needed sales, in order to get the business back on its feet?

To build further on that knowledge and experience, BGML applied to join the ibd Business Advice Group. Within ibd’s the network of approximately 200 business advisors, we have the expertise and executive-level management experience in most of the major global markets. Between us, there are not many international business challenges that we have not faced and managed.

Again, the key thing to remember is that you are not alone!

Whether you are a managing director, looking at the strengths and weaknesses of your sales operation, or a sales leader, who is looking for support, please call for a free and confidential discussion. 

 

Full Spectrum

BGML offers the full range of mentoring and development support services to cover manufacturing and trading companies, which recognise some of the above strains and stresses in the organisation. Here is a list of common challenges – challenge us with these and others!

  • Leadership mentoring and coaching

  • Management team building

  • KPIs and management performance monitoring

  • Management communication training

  • Internal departmental communications – stopping the blame game

  • Sales management mentoring and active support

  • Training and performance mentoring for sales staff

  • Sales pipeline management and forecasting disciplines

  • Sales organisation restructuring