From prospect to Strong : how to differentiate from competitors

Abstract

The purpose of this thesis was to explore different ways for NCAB Finland Key Account managers to differentiate from their competitors in a printed circuit board market. The thesis also explored ways to increase NCAB Finland revenue and profit, by winning more of the available market share. The theoretical framework was based on service design, customer satisfaction, emotions in business world and value-based selling. Emperical research focused on stakeholder and SWOT analysis, internal interviews, benchmarking on the best quote follow up practises and a workshop. The worksop included brainstorming and back casting, aiming to find the most efficient ways for winning more business from competitors. Results showed continuous improvement is vital for NCAB in sales to stay competitive and innovative. This involves enhancing offerings, refining processes, and staying attuned to changing customer needs. Key Account managers should adapt to market dynamics by staying informed about industry trends and competitor strategies. By embracing continuous improvement, Key Account managers can distinguish themselves as innovative and customer-focused, attracting and retaining customers in a dynamic business landscape.