LTEN

SERVICES

Commercial audit.

Sales can grow while profit stands still. Pricing, product range, stalled proposals or unclear responsibilities may be holding the business back. A commercial audit helps identify the causes and decide what to change first.

WHO IT’S FOR

Manufacturing and distribution businesses growing below their potential, or seeking to understand why higher revenue is not translating into profit.

WHAT’S INCLUDED

A review and assessment of all six areas.

Markets and customers

Segmentation and coverage: which customers receive attention, how they are reached and who is responsible.

Pricing and purchasing terms

Price realization: what is actually received from the list price after discounts, rebates and promotions. Separately, I review supplier rebates, marketing contributions, payment and exclusivity terms, and inventory costs.

Customer and portfolio profitability

Profitability by customer, product group and supplier, including the cost to serve. Customer and supplier concentration and product-range complexity.

Sales process and forecast

Sales stages and criteria for moving to the next stage, forecast accuracy, and win-loss analysis of ten recent deals in total, including both won and lost deals.

Team and incentives

Roles, salespeople’s time allocation, metrics and incentive schemes.

Management cadence and data

Reports, weekly and monthly reviews, decision-making authority and ownership of actions.

WHAT YOU RECEIVE

  • A commercial maturity map covering six areas, with evidence behind the scores and any data gaps.
  • A list of priorities: where to start and why.
  • An action plan for the first month, three months and a year, with responsibilities.
  • For 30 days after the presentation, you can ask questions about how to implement the recommendations.

AGREED INDIVIDUALLY

Before starting, we agree which business units, markets and data periods I will review. The scope can also include existing systems, manual work, opportunities to use AI and specific practical improvements.

How I assess commercial maturity

I assess each area on a scale of 1 to 5 using clear operational indicators. I flag gaps in the data and explain the evidence behind each score.

  • 1. Decisions are ad hoc and processes depend on individuals.
  • 2. Some rules exist, but they are applied inconsistently.
  • 3. Responsibilities and rules are defined and followed.
  • 4. Results are reviewed regularly and deviations lead to action.
  • 5. Processes are consistently managed and improved, with the impact of changes checked.
What I check in each area

Markets and customers. Target segments and channels are defined; customer coverage and responsibilities are clear.

Pricing and purchasing terms. Discounts follow rules; the margin impact of sales and purchasing terms is visible.

Customer and portfolio profitability. Profitability includes the cost to serve; concentration and product-range decisions are evidence-based.

Sales process and forecast. Sales stages are clear; forecasts are compared with actual results and lessons from deals are applied.

Team and incentives. Roles and metrics are clear; incentives reward results each person can influence.

Management cadence and data. The team uses consistent data; reviews end with a decision, an owner and a deadline.

I set priorities by their impact on profit, urgency and implementation effort, not by the score alone.

SCOPE AND LIMITS

The audit relies on available data. I flag unreliable metrics and assumptions that need checking. Bookkeeping, IT system implementation and broader implementation work are outside the audit unless agreed separately.

TIMELINE AND PRICE

Typically 4 to 6 weeks.The scope, timeline and fixed price are set out in an individual proposal.

CONTACT

Let's talk.

The first conversation is free. In 30 minutes, it's usually clear whether I can help.

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