Outside financing behavior and the need for advice on the part of companies depend not only on various parameters but also on the size of the company in question.
Smaller businesses …
- .. think more in the „replacement investment“ category, i.e. operational readiness and maintenance of operations
- … have a greater need for advice with regard to the financing itself, financing options and products / solutions
- … have an increased willingness / openness for advice also in related and derived subject areas – this typically in competition with lawyers, tax advisors / auditors
• … perceive recommendations as important – given as well as received
Larger companies…
- … mentally focus on expansion investments in the sense of a strategic development of potential
- … have a higher level of competence in finance and financing and have employees on a professional level with corporate customer advisors (RSM)
- … have less need for advice and place greater value on lean and trouble-free processing of the transaction
- … rather have a need for advice on topics with a strategic relevance and / or value benchmarking in their peer group
But good ideas are always wanted! A customer has never complained that their consultants had too many good ideas!
And: product features hardly differentiate, if at all – all that counts is the consultant and (as long as everything is in order: to a lesser extent) the umbrella brand.
Vertriebsmanagement 