Korus Consulting helped optimize work with Luis + clients

2022: Optimizing and Developing Customer Scoring

On May 30, 2022, KORUS Consulting Group announced an audit of sales processes and developed an algorithm for scoring existing clients for Luis +, a large Russian supplier of security systems. Experts conducted quantitative and qualitative studies, analyzed and structured data on the company and counterparties. The result of the work was a roadmap to improve the sales process, as well as the segmentation of Luis + customers based on their potential , financial attractiveness and loyalty.

At the first stage, KORUS Consulting specialists collected statistics on sales and transactions of Luis + and conducted over two dozen in-depth interviews with managers and managers. Experts structured and analyzed the data, identified growth points. Using their own methodology, experts established causal relationships between them, identified priority development vectors for Luis +. After that, experts formed a roadmap for optimizing sales processes for 2022-2023. One of the priority growth points was working with current buyers. KORUS Consulting experts have revealed that the Luis + client base has great potential. To maximize the level of customer satisfaction and growth in turnover, they proposed to develop a scoring model. The specialists collected data on orders, profitability, revenue and profits of the company from the 1C and Contour systems. Focus. Conducted qualitative and quantitative studies: a series of in-depth interviews with key sales managers, and also confirmed hypotheses through questionnaires. The collected data formed the basis of the customer value matrix. In it, experts took into account about 40 assessment criteria, prioritized them, relying on the potential, financial attractiveness and loyalty to the company. After that, the experts applied this methodology - they updated the segments of the Luis + client base taking into account the generated parameters.

Luis + strives to optimize work with buyers at all points of interaction, because providing personalized experience can significantly increase business efficiency. So, thanks to scoring, we will be able to competently invest in the development of relations with different client segments, it is better to allocate our resources, save the efforts and time of managers. The audit gave the company the most complete view of the growth points of the business. It will allow us to build a qualitatively different approach to client interaction, commented Elena Putintseva, Sales Director "Luis +"

Scoring results are valuable information. With its help, the manager can build strategic and tactical work with buyers, and the manager can more precisely predict revenue and margin, and set sales plans. Moreover, with any changes in the market, the company will be able to quickly reorient investments so that investments pay off due to effective work with counterparties, noted Maria Bar-Biryukova, Deputy General Director of KORUS Consulting Group.