Category: Insights

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...
Large table containing Supply Chain Best Practices: Global Features. To view contents, download the PDF (https://kormacgroup.com/wp-content/uploads/2021/07/supply-chain-best-practices-global-features.pdf)

Supply Chain Best Practices: Global Features

As we face the greatest supply chain challenge in modern history — the global rollout of a coronavirus vaccine — we felt compelled to share our best practices. Below are some of the critical features Kormac designs and incorporates into supply chains to ensure seamless, sustainable, agile performance. Next week,...
Client Engagement Kormac change management cultivates and incorporates employee voices, votes, vision. Through group discussions, surveys, 1:1 conversations, anonymous feedback tools, frequent check-ins, exit interviews, and more

Client Engagement

Employee voices, votes, vision

Akin to the U.S. election underway, organizations must embrace constituent voices and vision during their own inflection points. Kormac understands change management, and we know that sustainable change requires employee ownership and participation. Our collaborative model involves early employee engagement, frequent check-ins, and close collaboration for final project design and...
Orange County Chapter A & D Forum Private Equity Strategy for Navigating the A&D Market in 2021 Panel Recap [Photograph of airplane taking off] BOB Search Est. 1979 The Aerospace and defense executive search firm

Aerospace & Defense Industry Insights

from Komac CEO Stan Gwizdak

Aerospace & Defense Industry Insights: As a former unit president at General Electric Aircraft Engines, I enjoy keeping abreast of the sector and collaborating with A&D executives. To follow are my take-aways from a recent A&D private equity panel discussion: Companies and investors are looking for resilience in their product...
Flexible Engagements Delighting Goldilocks Instead of too small, too big, too hot, or too cold, Kormac's approach is fully customized for every client. We work together to define the model, scope, timeframe, and team, so they're always JUST RIGHT. We can serve as: - Leaders and drivers of the change initiative - workstream leader within a client project - advisors or subject matter experts within a client team - interim executive leaders or resources to extend internal capabilities

Flexible Engagements

Delighting Goldilocks

The Kormac Group meets clients at their point of need with a fully customized engagement approach, project scope, and elite team. We have no minimum or maximum engagement size, so we can engage to address any client requirement. We can serve as: Leaders and drivers of the change initiative Member...
Surgical Strike Results Our Surgical Strike Methodology™ empowers us to meet client needs with exceptional speed and precision. - 2x to 3x rapid revenue growth - 10% to 90% cost reduction - 2% to 15% margin improvement - 15% to 110% on-time delivery improvement - 35% to 85% OEE improvement - 25% to 60% space & labor rationalization

Surgical Strike Results

Sur·gi·cal [/ˈsərjək(ə)l/] adj. – characterized by extreme precision or incisiveness. Kormac’s laser-focused Surgical Strikes target specific client needs and deliver accelerated results. Clients are consistently impressed by the speed and scale of results achieved by our small teams of experts that do more with less. For detailed case studies describing...