Business Services

Insights
Experts

Many business service and outsourcing firms struggle to balance ambitious growth targets with profitability, as their clients push back against price increases. Their biggest challenges include commoditization, price pressure and increased professionalization in tenders and purchasing.

Simon-Kucher helps leading business services and outsourcing firms increase profits in line with the customer benefits they deliver. Our clients typically offer business and outsourcing services in these areas:

Facility management
Information technology
Professional services such as auditing, accounting, tax and legal advice
Security services
Temporary work

We support these clients on a global scale and have conducted numerous highly successful projects in many countries. These projects include:

Gap analysis: identifying strengths and weaknesses in pricing, sales and the bidding process
Strategic orientation/pricing policy: creating key guidelines of the go-to-market approach
Go-to-market strategy: tailoring a channel strategy to a new business line
Product development: developing and pricing new products and service offerings
Price setting: developing a concept for value-based pricing systematics (peer pricing); setting up rules for price calculations (strategic customers)
Revenue model/contracts: developing offer models; optimizing offer templates; defining rules for creating and dealing with rate cards
Follow-up management: establishing a process and support tools to effectively pinpoint, communicate and invoice overruns
Price increases: supporting price increase campaigns (for small/mid-sized customers and key accounts)
Sales training: setting up and conducting workshop-based sales training seminars to boost negotiation and sales skills
Big-deal coaching: workshop-based support to prepare for large sales opportunities