Learning the ropes: Marketing support for BD/KAMs
Dear BD & KAM Team,
On your requests, Marketing is delivering support to a) ongoing client mandates, and b) prospects and potential clients. For determining how Marketing adds value to our business, it is important that we track the work that we do and in the case of:
- Assign it to the actual sales projects in AQ – Nadia, our Head of Communications, is in charge of client support. Please reach out to her. We will then set up Marketing support cost centers in AQ, just like C&S projects (cost center: 600xxx). Accrued Marketing costs will be deducted from the GM of the respective sales project, as South Pole is already doing for GHG accounting for some clients. In some cases, like Porsche or DOW, substantial Marketing support might also be invoiced separately – TBC with the BD/KAM in charge.
- It is important that Marketing is told which CRM opportunity our support is requested for, so that we can tag that opportunity in the CRM and associate our support accordingly. An example of where this tagging is done correctly is this McKinsey opportunity, which Marketing supported.
Going forward, Marketing will only support in the case of a) when the appropriate sales project is identified by the BD/KAM and the respective Marketing support cost center is created. In the case of b), Marketing will only work on the requested task when an opportunity is identified in the CRM. In case no opportunity exists in the CRM yet, the BD/KAM needs to create it there first before being able to request Marketing support.
Please remember the overview of Marketing services you can offer to clients and include in your presentations and proposals here. Slides 2-11 are the standard repertoire. Slide 12 gives you an orientation of the costs Marketing deliverables have for our company. This will allow you to factor in these costs when preparing your proposal, e.g., by including Marketing services into the quotes price on carbon.
Please come back to me should you have any questions.
Best regards,
Tom