Category: Insights

Gifts of Uncertainty Uncertianty: A Liberating Force Abandoning the illusion of certainty can usher in: - honest and productive conversations - compelling new voices and ideas - creative scenarios and solutions - fuller comprehension of complexity - clarity around strategic choices - preparation for disruptions - enhanced risk mitigation - opportunities for transformation - better outcomes

Gifts of Uncertainty

Uncertainty: A Liberating Force

Remember when the status quo was good enough and straight-line forecasts proved accurate? Neither do we. While our current moment feels more uncertain – with our business, political, and cultural worlds in flux – it was always uncertain. But uncertainty need not be paralyzing, especially given the opportunities to embrace...
Seeking Acquisitions Actively Seeking Small A&D Acquisition Opportunities Wanted: Aircraft lighting, avionics, and cabin electronics providers with ISO9000/AS9100 and FAA certifications

Seeking Acquisitions

Actively Seeking Small A&D Acquisition Opportunities

Kormac is assisting a client partner in identifying small acquisition opportunities in the Aerospace & Defense sector, specifically aircraft lighting, avionics, cabin electronics, and related products. Our client’s intent is to acquire a more robust aircraft electronics portfolio to complement its existing energy storage offerings. The client is open to...
Innovation for All Democratizing Innovation: Virtual Ideation Workshops Participants: Small, cross-functional groups Preparation: Participants primed with market trends, forecasts, and opportunities Content: Innovation and brainstorming exercises designed to elicit practical and impractical ideas Pace: Ample time for reflection, communication, and collaboration Output: Disilled, weighted, and priorities ideas for analysis and development

Innovation for All

Virtual Ideation Workshops

Open the floodgates: innovation is for EVERYONE! Kormac is working with a top manufacturer in the commercial vehicle sector to foster innovation across its global workforce. At an inflection point with electrification, digitalization, connectivity, and autonomous driving, our client needs every employee to find new ways to learn, work, and...
Sales Effectiveness Sales Gift #5: Securing Commitment An effective closing involves: - recap of needs and benefits - articulation of plan, investment, and timeframe - calculation of delay/inaction opportunity costs - risk identification and mitigation - pace and patience; no shortcuts - empathy for hesitancy and doubts - resolution of final concerns - relentless focus on the goal

Sales Effectiveness – Gift #5

Securing Commitment

Fifth in our series of sales effectiveness tips is Securing Commitment. After demonstrating value comes earning the client's wholehearted commitment. Why wholehearted? Because lasting success requires their engagement and advocacy, especially if their decision may face internal resistance. Related Insights Sales Gift #1 Sales Gift #3 Sales Gift #2 Sales...
Sales Effectiveness Sales Gift #4: Prove Your Mettle A clear, compelling value proposition starts with: - solutions effective in similar circumstances - case studies and examples of relevant work - subject matter experts with first-hand experience and insights - customized approach to addressing the need - client testimonials and endorsements - industry research and analysis

Sales Effectiveness – Gift #4

Prove Your Mettle

Next in our series of sales effectiveness tips is Prove Your Mettle. After qualifying and confirming a client’s need, the next step is demonstrating qualification to meet that need. Below are a few prerequisites for a compelling value proposition. The Kormac Group meets clients at their point of need with...
Sales Effectiveness Sales Gift #3: Qualify the Need - confirm urgency - define, articulate, and quantify - establish scope, size, and range - understand decision process and culture

Sales Effectiveness – Gift #3

Qualify the Need

Next in our holiday series of sales effectiveness tips is Qualification of Need. After listening and establishing credibility with the client, the next phase of relationship development requires thorough investigation of client needs, expectations, and motivation. Ideally, this exploratory process engages both buyers and authorizers to qualify the need. Related...
Sales Effectiveness Sales Gift #2: Establish Credibility - arrive early and prepared - listen and question with empathy - be brief, direct, candid, and clear - handle objections with grace - know your limits - respect their schedule - prioritize the relationship

Sales Effectiveness – Gift #2

Establish Credibility

Sales is the watchword this winter, so we’re continuing our series of sales effectiveness tips as holiday gifts to our network. Beyond listening as a superpower, here are critical ways to establish credibility during the sales process. Related Insights Sales Gift #1 Sales Gift #4 Sales Gift #3 Sales Gift...
Sales Effectiveness Sales Gift #1: Start by Listening - stop pushing - respond to client needs - build the relationship - foster meaningful connection

Sales Effectiveness – Gift #1

Start by Listening

Sales is the watchword this winter. As companies strive to rebuild momentum, many executives are realizing that their sales teams consist of more “farmers” than “hunters.” Teams that performed well in a favorable market are now struggling to deliver fruitful new relationships. Therefore, we’re sharing some sales effectiveness tips as...
Large table containing Supply Chain Best Practices by Function. To view contents, download the PDF (https://kormacgroup.com/wp-content/uploads/2021/07/supply-chain-best-practices.pdf)

Supply Chain Best Practices by Function

Expanding on last week’s post, to follow are Kormac’s best practice supply chain features by function. From demand planning through execution and logistics, we apply our proven framework to optimize client processes and improve service performance. For one global manufacturer of optical and ceramic products, we delivered an actionable, comprehensive...