Thies Lesch, LL.M.

Small and large customers on financing assets with banks

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 … • … perceive recommendations as important – given as well as received Larger companies… But good ideas are always wanted! A customer has„Small and large customers on financing assets with banks“ weiterlesen

The German angle on lending

The terms “bank” and “credit institution” are often used synonymously, with the term bank being the more open. There are banks that are not credit institutions (for example central banks). In the following, reference is made to credit institutions – also when using the term “bank” – within the scope of the definition of Section„The German angle on lending“ weiterlesen

To do a segmentation or not to do a segmentation, that is the question!

I keep seeing discussions about the pros and cons of customer segmentation. On the part of the criticism, arguments such as: „This is unrealistic“ or „The data are not accurate enough!“ Unfortunately, the proponents of customer segmentation still often include at least the argument that it is state-of-the-art. It is a shame to only do„To do a segmentation or not to do a segmentation, that is the question!“ weiterlesen

Counting products per customer

Do you evaluate product usage? Do you count the products that a customer buys and uses from you? This metric is relevant if you believe in only one of the following characteristics: Which steps are necessary for this?

Working in the channel of acceptance

Every relationship begins with a first encounter, a first impression. This applies to private as well as business. Sometimes the image of “ice breaking” is used when talking about the first trust-building steps at the beginning of a relationship. To stay in the picture of the ice: at the beginning the ice is still very„Working in the channel of acceptance“ weiterlesen

Lean Management in banking

Lean Management is a further development of Lean Production, which in turn has the avoidance of waste as its object. Lean management is about the fact that all processes in the company should serve to satisfy customer needs; simplified: if the customer does not need this process, does not perceive it, then it is superfluous.„Lean Management in banking“ weiterlesen

What is courtesy?

Two important tasks in sales management revolve around commitment. On the one hand, it is about demanding and enforcing a commitment with regard to the planning and, on the other hand, also about organizing binding cooperation between the various sales units, essentially the generalists and the specialists. But what actually is liability and what are„What is courtesy?“ weiterlesen

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