Background and Challenges

Our client, a global facilities management and workwear company was undergoing a transformation from products and services to complete solution sales, having initiated a soft launch of the initiative. The company recognized that they lacked the needed resources to drive the sales and product development in the short term and thus needed external support.

Solution and Outcomes

Shift Actions managed and supported the company sales team during a six-month interim period while facilitating co-creation of knowledge and learning by closing first deals together with the sales team. Actions included target audience screening, customer profiling, participation at sales meetings, in addition to continuous evaluation and validation of sales processes for developing concept ownership.


  • UVP development
  • Introduction to new ways of working
  • Providing tools and means for continuous account management
  • Pricing structure development and value-based selling