Integrated commercial performance improvement

In Integrated Commercial Performance Improvement (ICPI) the analysis and improvement of commercial performance moves outside the traditional boundaries of sales and marketing to include finance, supply-chain, human resources, manufacturing and innovation. All these elements can enhance or hamper the commercial agility and impact of a company and should thus be included in programs to improve commercial performance.
The CPI approach is based on a multiviewpoint analysis of the commercial efficiëncy and commercial effectiveness of a company taking into account internal, external, management and staff perspectives.
The confrontation of these viewpoints reveals areas for potential improvement (enablers and barriers in the CPI terminology).
The CPI model uses elements from strategic positioning, corporate finance, lean management, six-sigma, organizational development, sales, marketing and communication to screen and improve commercial approaches.
Evolution
The CPI-model has evolved since and is fully automated and driven by advanced business intelligence agents (BI) to collect and analyze relevant data from a wide range of sources such as corporate accounts, customer data, sales and visit reports, competitive intelligence and inputs from work-sessions and interviews.
Specialized CPI-consultants use the output of the CPI-analysis to develop 360° recommendations on the future positioning, organization, processes and resource allocation of companies.
Since the 2009 recession the CPI model is used extensively by investment companies and restructuring agents to identify potential topline improvement and save jobs and companies that otherwise would disappear in indiscriminate cost cutting waves.
The main difference between the CPI-approach and more traditional restructuring approaches is that the CPI model first looks at future potential and improvement of turnover and margin and only after the definition of a future scope for a company will start to work on cost and staff reduction as where most models start and end with reducing costs without much consideration for future development and potential.
The CPI-approach is marketed via CPI Consulting, the company that was founded in 2005 to commercialize the CPI model in order to fund further research into interlinked critical commercial processes.
History
The concept of Integrated Commercial Performance Improvement (ICPI) was invented in 2005 by Patrick Maes (°Belgium 1962) and Johan De Mey (°Belgium 1947).
See Also
business intelligence
business intelligence tools
business intelligence 2.0
lean management
sales intelligence
six-sigma

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