Thies Lesch, LL.M.

Minimum pricing in lending

The introduction of Basel II (and subsequently Basel III) ended the era of the price table in the banks and savings banks, as I knew it from my training as apprentice, in the lending business. The significantly increased importance of the assessment of credit risks led to the replacement of the price list mostly by„Minimum pricing in lending“ weiterlesen

A fairy tale of successful sales

Isn’t it that the most successful sales rep is the one who „brings home“ the most business? Much is always better than a little. Better a bad deal than no deal at all. Bad deal = “the market is so difficult” vs. no deal at all = “he can’t do it.” But why is it„A fairy tale of successful sales“ weiterlesen

Lebensmittellieferdienste

In den Metropolregion Deutschlands hat sich – nicht zuletzt auch durch die Corona Pandemie – ein regelrechter Hype um Lebensmittellieferdienste entwickelt. Zunächst kamen Startups mit digitalen Plattformen als Kern ihres Geschäftsmodells auf den Markt und hatten einen starken Fokus auf Bequemlichkeit und Schnelligkeit gelegt. (Der Ursprung ihres Geschäftsmodells bestand in einer Weiterentwicklung der Essenslieferdienste.) In„Lebensmittellieferdienste“ weiterlesen

Literaturempfehlung: The Dynamic Enterprise

Das Buch „The Dynamic Enterprise“ von Lisa Friedman und Herman Gyr beschäftigt sich mit den Herausforderungen und Möglichkeiten, denen Unternehmen in der heutigen sich schnell verändernden Geschäftswelt gegenüberstehen. Im Folgenden sind die Kernaussagen des Buches zusammengefasst: Insgesamt bietet „The Dynamic Enterprise“ eine Vielzahl von Einblicken, Ratschlägen und Tools für Unternehmen, die sich in einer schnelllebigen„Literaturempfehlung: The Dynamic Enterprise“ weiterlesen

Pricing: Get the trash out!

If even a single question had to be answered with no, then terms- and condition management is obviously missing. What does a terms- and condition management consist of? The foundation for a terms- and condition management is (of course) a product price list that lists and regulates both the pricing rules and the minimum prices„Pricing: Get the trash out!“ weiterlesen

Employees have a right to get steered

When I talk to colleagues about the introduction or further development of sales management, I usually look at rather serious or reserved faces. Then I often hear „But we’re already doing so much!“ or „More pressure doesn’t do anything!“ Accordingly, there seems to be a widespread – incorrect – image of sales management that can„Employees have a right to get steered“ weiterlesen

Sales management: think in terms of remuneration!

Sales controlling serves to align sales resources with corporate goals; the corporate goals, in turn, are derived from the corporate strategy and the associated planning. Especially in business with larger customers, the self-steering of the individual sales staff is the essential mechanism that can be operated with a sales controlling. Let us approach the sales„Sales management: think in terms of remuneration!“ weiterlesen

Market cultivation! – potential-oriented or controlling-oriented?

A process model has to be chosen for systematic market cultivation. You can choose between a potential-oriented or, alternatively, a control-oriented market cultivation. There are various reasons to choose one or the other approach. However, it is important to remain true to your decision and to consistently implement the chosen procedural model. Potential orientation By„Market cultivation! – potential-oriented or controlling-oriented?“ weiterlesen

Literaturempfehlung: Key-Account-Management von Ove Jensen

Das Buch „Key-Account-Management“ von Ove Jensen ist ein wissenschaftliches Werk, das sich mit der Entwicklung und Umsetzung einer erfolgreichen Key-Account-Management-Strategie in Unternehmen beschäftigt. In dem Buch werden die grundlegenden Konzepte und Methoden des Key-Account-Managements beschrieben sowie konkrete Handlungsempfehlungen und Best Practices vorgestellt. Im ersten Teil des Buches werden die Grundlagen des Key-Account-Managements erläutert. Der Autor„Literaturempfehlung: Key-Account-Management von Ove Jensen“ weiterlesen

Certified Financial Planner (CFP) in corporate banking

If you look around in the market, you will find many banks and savings banks that offer financial planning for their customers as an additional service in their private banking or wealth management. This is of course in line with the basic idea of financial planning. Personally, however, I have never heard of a financial„Certified Financial Planner (CFP) in corporate banking“ weiterlesen