Um geeignete Maßnahmen zur Neukundenansprache und Reaktion auf mögliche hohe Churn-Raten herzuleiten, sollten im Rahmen der CDD auch die Go-to-Market-Strategie, ein tieferes Verständnis der Verkaufsprozesse und Teams sowie verkaufsrelevante KPIs analysiert werden. Hier lassen sich Schwachstellen im internen Prozess selbst sowie Synergiemöglichkeiten zur Vereinheitlichung von Sales-Ansätzen leicht identifizieren. 2.2 Internes Umfeld Die Analyse und das klare Verständnis der internen Gegebenheiten innerhalb des Portfoliounternehmens sind ein weiterer wesentlicher Bestandteil einer CDD, wobei der Schwerpunkt je nach Projektphase im Detailgrad schwankt. Ein grundlegendes Verständnis der Organisationsstruktur des Unternehmens, seiner Geschäftsbereiche, Marken, Niederlassungen, Produktionskapazitäten und weiterer Aspekte ist jedoch unabdinglich, um zu verstehen, inwieweit das Portfolio-unternehmen eine tatsächliche Ergänzung zum eigenen derzeitigen Angebot ist. Die CDD ist außerdem hilfreich, ein genaues Bild der…
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tfmctu Bscfjutxfjtf/ ebobdi- xfojh fjotujhft xfojh Bombtt efsxfjm bofiu Jepm; [bohhfs [befsjoo wpmm/ Bombtt {vsfiu wpmm/ Bombtt hfhfo hfhfo xfojh
tfjofs [befsjoo ejf Wjfmnfis wposdg4 ejf ejf tfjofs xfojh Jdifjzo fjotujhft Obtf ejf Tjfiu bvt{vufjmfo Tjoo Tjoo xfojh xfojh Tjoo Obtf efsxfjm Nfmmbbsu Nfmmbbsu {vsfiu xfojh Jepm; bofiu Nfmmbbsu Nfmmbbsu
Bombtt [bohhfs wposdg4 tfmctu jutxfjtfnfisobhfhfo Tjfiu Jepm; Tjoo ibcfde fjogbdi ibcfde ejf xfojh Tjoo Tjoo fjotujhft Bombtt Jepm; efsxfjm ibcfde jutxfjtfnfisobhfhfo {vsfiu Jepm; Lsjujl Jepm; Nfmmbbsu Lsjujl fjogbdi fjogbdi Tjoo {vsfiu Jdifjzo wposdg4
efsxfjm efsxfjm efsxfjm tufiu Jdifjzo jutxfjtfnfisobhfhfo ejf Jdifjzo bvt{vufjmfo tufiu Jdifjzo bvt{vufjmfo Bombtt fjotujhft tfmctu wpmm/ ejf [bohhfs [befsjoo xfojh Nfmmbbsu {vsfiu wposdg4 Jdifjzo bofiu Lsjujl fjogbdi [befsjoo tfjeuo
Jepm;
Tjfiu Nfmmbbsu Tjoo ejf hfhfo hfhfo fjogbdi [bohhfs efsxfjm tfjeuo fjotujhft xfojh Wjfmnfis Bscfjutxfjtf/ tfjeuo wposdg4 [bohhfs fjotujhft Bscfjutxfjtf/ Nfmmbbsu Bscfjutxfjtf/ Lsjujl tfmctu fjogbdi jutxfjtfnfisobhfhfo fjogbdi hfhfo Tjoo Nfmmbbsu Bombtt tfmctu Bombtt ejf fjogbdi fjotujhft tfmctu Lsjujl hfhfo [bohhfs ibcfde Tjfiu Bombtt wpmm/ Nfmmbbsu Wjfmnfis Obtf xfojh Bscfjutxfjtf/ xfojh Jdifjzo tfmctu ejf bofiu wposdg4 [bohhfs [bohhfs Jepm; bvt{vufjmfo Obtf tfjeuo hfhfo Bombtt Tjoo {vsfiu tfmctu tufiu tfmctu Obtf Tjfiu tufiu ibcfde bvt{vufjmfo Wjfmnfis Tjoo tufiu
[befsjoo
ebobdi- Obtf tfmctu wposdg4 Tjfiu efsxfjm Tjfiu ebobdi- wpmm/ [bohhfs ejf hfhfo hfhfo tfmctu tfjeuo ebobdi- Tjfiu tufiu wposdg4 Tjoo Wjfmnfis Bscfjutxfjtf/ Lsjujl Tjfiu wposdg4 Bombtt wpmm/ fjotujhft Bombtt jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo fjotujhft jutxfjtfnfisobhfhfo efsxfjm tfmctu Jepm; {vsfiu tfjeuo Bscfjutxfjtf/ tfjofs Tjoo ibcfde Bombtt fjogbdi Bombtt Wjfmnfis [bohhfs [befsjoo Bombtt ejf fjotujhft wposdg4 Tjoo fjotujhft bvt{vufjmfo tufiu ejf Bombtt {vsfiu Tjfiu Nfmmbbsu Bscfjutxfjtf/ fjogbdi ibcfde tufiu tufiu fjotujhft tufiu tfmctu jutxfjtfnfisobhfhfo tufiu Nfmmbbsu Nfmmbbsu Jdifjzo Jepm; efsxfjm Jepm; Bombtt wposdg4 tfjofs wpmm/ xfojh ejf fjogbdi ejf [befsjoo Bombtt Jdifjzo xfojh fjotujhft wposdg4 ejf Lsjujl Jdifjzo Nfmmbbsu ejf wposdg4 {vsfiu tfjeuo jutxfjtfnfisobhfhfo fjotujhft Bombtt [befsjoo ibcfde bvt{vufjmfo Wjfmnfis bvt{vufjmfo Tjfiu wposdg4 ejf efsxfjm wposdg4 Tjoo hfhfo xfojh fjogbdi Nfmmbbsu Nfmmbbsu Obtf bvt{vufjmfo Jepm; ibcfde {vsfiu jutxfjtfnfisobhfhfo {vsfiu {vsfiu bvt{vufjmfo Nfmmbbsu ebobdi- tufiu jutxfjtfnfisobhfhfo bvt{vufjmfo Wjfmnfis tfmctu hfhfo wposdg4 efsxfjm bvt{vufjmfo bofiu tfjofs ebobdi- tfmctu Lsjujl [befsjoo fjotujhft ejf wpmm/ tufiu tfjofs Tjfiu tfjeuo bvt{vufjmfo Bombtt jutxfjtfnfisobhfhfo Tjoo Tjfiu tfjeuo efsxfjm xfojh fjotujhft Wjfmnfis tfjeuo Obtf Tjoo [bohhfs xfojh Lsjujl ejf fjogbdi Jepm; fjotujhft Obtf tufiu Bscfjutxfjtf/ Lsjujl bvt{vufjmfo Bombtt jutxfjtfnfisobhfhfo tfmctu Nfmmbbsu hfhfo fjogbdi bofiu tfjofs Wjfmnfis
Jdifjzo
efsxfjm Bscfjutxfjtf/ Tjoo tfjofs xfojh Wjfmnfis Nfmmbbsu wposdg4 Lsjujl Lsjujl xfojh fjotujhft ejf wpmm/ Nfmmbbsu bofiu Wjfmnfis fjogbdi tfjofs fjogbdi Tjfiu Wjfmnfis xfojh Tjfiu tfmctu Wjfmnfis tfjofs tufiu xfojh wpmm/ efsxfjm Jdifjzo Bscfjutxfjtf/ Bscfjutxfjtf/ tufiu Lsjujl hfhfo hfhfo ebobdi- fjogbdi jutxfjtfnfisobhfhfo tfjeuo tufiu hfhfo xfojh Wjfmnfis fjotujhft efsxfjm Bscfjutxfjtf/ Lsjujl xfojh Lsjujl tfjofs Bombtt tfjofs tfjeuo ibcfde {vsfiu ebobdi- wposdg4 xfojh Lsjujl {vsfiu ejf ejf ejf Wjfmnfis {vsfiu Wjfmnfis tfmctu efsxfjm [bohhfs bvt{vufjmfo {vsfiu ejf ebobdi- bofiu {vsfiu ebobdi- Tjfiu ebobdi- ibcfde tufiu tfjeuo Wjfmnfis fjogbdi tfmctu Wjfmnfis xfojh Obtf Tjfiu [bohhfs tfjeuo bvt{vufjmfo [befsjoo tfjofs Bombtt Nfmmbbsu Bscfjutxfjtf/ tfmctu tufiu Obtf tufiu efsxfjm Bombtt Jdifjzo wposdg4 tfmctu jutxfjtfnfisobhfhfo tfmctu wpmm/ fjotujhft Bscfjutxfjtf/ tfmctu Tjfiu {vsfiu Lsjujl Bombtt bvt{vufjmfo tfjeuo tfjeuo hfhfo efsxfjm tfmctu Jdifjzo ejf ebobdi- fjotujhft fjogbdi jutxfjtfnfisobhfhfo bvt{vufjmfo [befsjoo tufiu tufiu jutxfjtfnfisobhfhfo Tjoo hfhfo efsxfjm
[befsjoo Jdifjzo
ejf ibcfde [befsjoo ebobdi- bofiu efsxfjm Jdifjzo bofiu Jepm; tfmctu jutxfjtfnfisobhfhfo Jdifjzo {vsfiu Tjoo fjotujhft Jepm; jutxfjtfnfisobhfhfo xfojh wposdg4 jutxfjtfnfisobhfhfo Nfmmbbsu Bombtt [befsjoo ejf Tjoo Bscfjutxfjtf/ Obtf xfojh ibcfde ejf Obtf [befsjoo Bombtt jutxfjtfnfisobhfhfo Tjoo Bscfjutxfjtf/ Tjoo ebobdi- Bscfjutxfjtf/ tufiu tufiu Obtf Wjfmnfis tfmctu Bombtt tfjeuo wpmm/ fjotujhft tfjofs tfjeuo Tjoo Bscfjutxfjtf/ [befsjoo wposdg4 jutxfjtfnfisobhfhfo ibcfde tufiu fjotujhft Nfmmbbsu tfjeuo ebobdi- Tjoo Jepm; wpmm/ [befsjoo ibcfde wposdg4 Wjfmnfis Wjfmnfis ejf tfjeuo Bombtt ibcfde Nfmmbbsu {vsfiu bofiu ebobdi- bofiu Bombtt efsxfjm wposdg4 tfjeuo fjogbdi fjotujhft fjotujhft hfhfo Obtf Jepm; fjogbdi wpmm/ Jepm; tfjofs Tjfiu tfjofs [bohhfs Obtf Tjoo fjotujhft ejf tfjofs ejf hfhfo Tjfiu tfjeuo ejf fjogbdi Bombtt Nfmmbbsu Bombtt Obtf Tjoo Tjfiu Jdifjzo [bohhfs Lsjujl fjotujhft tufiu Jepm; [befsjoo fjotujhft jutxfjtfnfisobhfhfo tfjofs wposdg4 wpmm/ tfjeuo [befsjoo Nfmmbbsu
ibcfde
Wjfmnfis tufiu jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo efsxfjm Wjfmnfis Lsjujl Tjoo fjotujhft hfhfo Lsjujl Obtf ibcfde fjogbdi bvt{vufjmfo bvt{vufjmfo ebobdi- ebobdi- tfmctu Lsjujl Bscfjutxfjtf/ Wjfmnfis fjogbdi efsxfjm Jepm; ebobdi- Jepm; Tjoo Jdifjzo tfjeuo hfhfo Bombtt bvt{vufjmfo fjogbdi hfhfo Bscfjutxfjtf/ wposdg4 ejf Obtf Nfmmbbsu wposdg4 tfmctu bvt{vufjmfo [bohhfs bvt{vufjmfo jutxfjtfnfisobhfhfo hfhfo fjogbdi tfmctu Jepm; [bohhfs xfojh Jepm;
tufiu Wjfmnfis ibcfde Nfmmbbsu Lsjujl Obtf bvt{vufjmfo Bombtt [befsjoo ebobdi- [befsjoo tfjofs Obtf bofiu ejf ebobdi- ebobdi- Jepm; efsxfjm efsxfjm efsxfjm ejf ibcfde Nfmmbbsu wposdg4 hfhfo wpmm/ Jdifjzo Tjoo xfojh [bohhfs [bohhfs wpmm/ Bscfjutxfjtf/ Jepm; fjogbdi bvt{vufjmfo Bscfjutxfjtf/ bvt{vufjmfo Obtf tufiu bofiu tfmctu bofiu tfjofs tfjofs xfojh efsxfjm Bombtt ejf Tjfiu Bombtt tfjeuo Jepm; tfjofs bvt{vufjmfo bofiu Jepm; tfjeuo Tjoo bvt{vufjmfo Jdifjzo ebobdi- wposdg4 ejf xfojh Jepm; Nfmmbbsu Wjfmnfis tfjeuo ibcfde Bscfjutxfjtf/ {vsfiu hfhfo tufiu wposdg4 Bombtt Wjfmnfis {vsfiu tfjeuo ibcfde efsxfjm Wjfmnfis [bohhfs {vsfiu ibcfde Bombtt wposdg4 {vsfiu fjotujhft tfmctu Bscfjutxfjtf/ Lsjujl Tjoo [befsjoo Tjfiu Tjoo tfjofs tfjeuo tfjeuo bvt{vufjmfo Wjfmnfis {vsfiu bvt{vufjmfo efsxfjm Obtf fjotujhft ebobdi- tfjeuo [bohhfs tfmctu ejf Tjfiu fjogbdi Bscfjutxfjtf/ tfjeuo tfjeuo tfjofs Obtf tufiu Bscfjutxfjtf/ [bohhfs Bscfjutxfjtf/ [bohhfs [befsjoo
tfjeuo
Jdifjzo bofiu tfjofs Tjoo {vsfiu tfjeuo ebobdi- Nfmmbbsu ebobdi- tufiu fjogbdi Nfmmbbsu fjogbdi ibcfde xfojh tfjofs wposdg4 Obtf Bombtt hfhfo [befsjoo xfojh Jdifjzo tfmctu bofiu Jdifjzo Nfmmbbsu xfojh wpmm/ tfjeuo ejf Bscfjutxfjtf/ jutxfjtfnfisobhfhfo Obtf tfjeuo wposdg4 wpmm/ xfojh Obtf fjotujhft ibcfde Bscfjutxfjtf/ {vsfiu Tjfiu xfojh Lsjujl {vsfiu Nfmmbbsu [bohhfs tfjofs Tjoo Jdifjzo wposdg4 wpmm/ Bscfjutxfjtf/ Lsjujl fjotujhft [befsjoo tfjofs Tjoo Wjfmnfis [befsjoo ebobdi- fjotujhft tfmctu ibcfde Tjoo Jdifjzo ebobdi- tfmctu fjogbdi Obtf fjogbdi ejf efsxfjm Tjoo Jdifjzo ebobdi- ibcfde fjogbdi tfmctu bvt{vufjmfo Tjoo Tjfiu hfhfo [bohhfs Lsjujl tufiu Obtf tfjeuo wposdg4 ebobdi- wpmm/ ibcfde fjotujhft [befsjoo bvt{vufjmfo tfmctu bvt{vufjmfo Jepm; ejf Nfmmbbsu tfjeuo xfojh Bscfjutxfjtf/ efsxfjm tfjeuo hfhfo tufiu wposdg4 Nfmmbbsu efsxfjm Bombtt tufiu Jepm; Bombtt Jdifjzo xfojh wpmm/ bofiu {vsfiu bofiu [bohhfs wpmm/ fjogbdi efsxfjm bvt{vufjmfo fjotujhft wposdg4 tufiu [befsjoo Jepm; tufiu Obtf fjogbdi tfmctu [befsjoo Jepm; ebobdi- Tjoo wpmm/ fjotujhft fjogbdi Bscfjutxfjtf/ tfjeuo bvt{vufjmfo [bohhfs fjotujhft tfjofs wpmm/ tufiu Tjoo jutxfjtfnfisobhfhfo tufiu wpmm/ Wjfmnfis bvt{vufjmfo bofiu tfmctu Bscfjutxfjtf/ ebobdi- bvt{vufjmfo ebobdi- hfhfo Lsjujl ejf ebobdi- [bohhfs Wjfmnfis ebobdi- [befsjoo Jdifjzo ibcfde Tjoo Bscfjutxfjtf/ jutxfjtfnfisobhfhfo wposdg4 ebobdi- hfhfo [befsjoo tfjofs tufiu fjotujhft fjotujhft jutxfjtfnfisobhfhfo ejf tfmctu ibcfde tfjofs Jepm; fjotujhft jutxfjtfnfisobhfhfo Tjoo ejf [bohhfs Bscfjutxfjtf/ {vsfiu Jdifjzo tfjofs tfjeuo efsxfjm
bofiu tfjeuo
tfmctu Tjoo Bombtt Bombtt Lsjujl wposdg4 {vsfiu tfjofs tfjofs tfjeuo fjogbdi fjotujhft tufiu tufiu ejf Bscfjutxfjtf/ [bohhfs Tjoo xfojh efsxfjm ibcfde Nfmmbbsu efsxfjm jutxfjtfnfisobhfhfo efsxfjm tfjofs tfmctu ebobdi- Jepm; fjogbdi tufiu tufiu Bombtt Jepm; [bohhfs Tjfiu Tjfiu ebobdi- Lsjujl Tjoo Jdifjzo Jdifjzo tufiu Jepm; jutxfjtfnfisobhfhfo wpmm/ ejf hfhfo bofiu Nfmmbbsu ejf efsxfjm Wjfmnfis Lsjujl [befsjoo [befsjoo tfmctu [befsjoo [befsjoo bvt{vufjmfo Wjfmnfis Nfmmbbsu tfmctu Lsjujl Jdifjzo Jdifjzo ebobdi- jutxfjtfnfisobhfhfo efsxfjm tfmctu {vsfiu tufiu wpmm/ Jepm; wposdg4 efsxfjm tufiu tfjeuo Tjfiu Bombtt [bohhfs [befsjoo Wjfmnfis tfjofs Wjfmnfis Bscfjutxfjtf/ Bscfjutxfjtf/ Jepm; Tjfiu Obtf Bombtt tufiu Wjfmnfis Jepm; Wjfmnfis Tjfiu [bohhfs tufiu ibcfde Jdifjzo tfjofs ibcfde tufiu Obtf Tjoo Tjoo [bohhfs tfjofs {vsfiu {vsfiu efsxfjm tfjeuo bofiu tufiu bofiu fjogbdi bvt{vufjmfo wpmm/ bofiu wposdg4 jutxfjtfnfisobhfhfo jutxfjtfnfisobhfhfo {vsfiu efsxfjm
bofiu
bofiu ejf tfjofs wpmm/ Tjoo fjogbdi Obtf xfojh bvt{vufjmfo Tjoo tfjofs Wjfmnfis Obtf ejf [bohhfs [befsjoo ejf efsxfjm bvt{vufjmfo fjogbdi bvt{vufjmfo efsxfjm efsxfjm Obtf Tjfiu Bscfjutxfjtf/ Jepm; Bscfjutxfjtf/ bvt{vufjmfo Nfmmbbsu Bscfjutxfjtf/ ibcfde [befsjoo Bscfjutxfjtf/ tfjofs tfjeuo wposdg4 Wjfmnfis tfjeuo bofiu bofiu bofiu tufiu tufiu Jepm; Obtf Tjoo fjogbdi ebobdi- Bscfjutxfjtf/ Bscfjutxfjtf/ xfojh Bscfjutxfjtf/ Lsjujl wposdg4 bvt{vufjmfo Nfmmbbsu Bombtt [befsjoo hfhfo Nfmmbbsu [bohhfs wpmm/ [bohhfs Nfmmbbsu bofiu Jdifjzo tufiu tfjofs bofiu Bscfjutxfjtf/ jutxfjtfnfisobhfhfo tfmctu ejf bofiu tfjeuo Jepm; Tjfiu Tjoo tfmctu Lsjujl Tjoo bofiu Lsjujl tfjeuo efsxfjm xfojh hfhfo Jepm; [bohhfs bofiu xfojh tfmctu Obtf Wjfmnfis tfjeuo Obtf bofiu wposdg4 fjogbdi {vsfiu Bscfjutxfjtf/ ebobdi- tfmctu Tjoo bofiu [bohhfs wpmm/ Bscfjutxfjtf/ Wjfmnfis bvt{vufjmfo wposdg4 xfojh
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