CEINSA
Professionalism, effectiveness, results
Our Challenge
CEINSA, a leading consulting firm specializing in the strategic and operational management of Organization, Compensation, and Talent areas, has been prominent in the business sphere since 1994, offering solutions to companies of varying sizes.
With a consolidated track record in both the public and private sectors, the company, headquartered in Barcelona, has spearheaded projects involving auditing, design, training and / or advising on the implementation of Human Resources Policies at all levels.
As a significant added value to its experience in human resources consulting, CEINSA’s Salary Research Center has been producing for 25 years the prestigious General Remuneration Report for Spain and its Sectoral Modules, as well as other more specific salary evolution reports. Through their Salary Database, fueled by contributions from over 500 companies from diverse sectors, geographic locations, and sizes, they have a privileged view of the latest salary market trends at the national level.
Due to the importance of accurate information, a key in the company, they developed from the beginning a proprietary software that supported the consulting projects. Clients requested certain functionalities, leading to the evolution of these initial programs into what is now OnPeople, a distinctive software that allows their clients to comprehensively manage all Human Resources processes within their organization.
In an effort to enhance their sales strategies, CEINSA engaged the services of B2B Business Consulting and External Sales Force for technology companies from naifman, with the objective of identifying and reaching potential clients who wish to “organize” and optimize their compensation and talent policies based on three principles: internal equity, external competitiveness, and employee motivation.
From naifman, we set to work strengthening CEINSA’s commercial initiatives and helping them expand their business in the Spanish market, especially in sectors strategic to the company.
Professionalism, effectiveness, results
Our Solution
In order to increase the number of business opportunities of CEINSA in the sectors of interest, naifman developed and executed a series of sales strategies tailored to the client’s specific needs.
Among the points that allowed us to boost our business strategies in the Spanish market are the following:
- Detailed analysis of strategic sectors: naifman conducted a thorough evaluation of the relevant sectors, identifying emerging opportunities and key trends based on CEINSA’s extensive prior experience. This analysis led to focus commercial efforts on sectors such as industrial, pharmaceutical, public, hospitality, retail and construction, where greater possibilities for contracting human resources consulting services were envisioned.
- Identification of potential customers: based on the sector analysis, naifman conducted a comprehensive mapping of potential clients within each of the identified sectors. Two main company profiles were distinguished: those in the process of expansion or merger requiring talent management support, and established companies looking to improve their human resources practices. This mapping process provided a solid foundation for effectively directing sales activities.
- Definition of the ideal customer profile: CEINSA offers strategic human resources solutions, so a specific profile of potential clients was defined, targeting directors or heads of the respective department. In addition, priority was given to medium-sized companies, with between 300 and 2000 employees, both national and multinational capital, but with local decision-making capacity, were prioritized. Companies in the process of mergers or acquisitions were also identified, as well as those seeking to optimize their salary policies. This precise definition of the target profile allowed naifman to focus efforts on the clients with the highest probability of conversion.
- Development of persuasive commercial messages: naifman worked closely with CEINSA to develop compelling commercial messages based on the purchasing motivations of potential clients. Key focus points included the legal requirements for implementing salary records and analyzing the wage gap, optimizing existing salary policies, reducing employee turnover, and maintaining competitiveness in the labor market, among others.
- Generating effective business meetings: naifman’s team has managed to organize 114 B2B business meetings for CEINSA with potential clients, qualifying and coordinating the encounters to maximize conversion opportunities. These meetings provided an effective platform to present CEINSA’s human resources solutions.
- Follow-up of opportunities and business closures: naifman implemented a continuous tracking system for the generated opportunities, periodically reviewing the progress of each one and providing assistance in closing deals when necessary. This close collaboration ensured that the identified opportunities were maximized and converted into concrete projects for CEINSA.
As a result, the collaboration between naifman and CEINSA has generated projects worth five-figure sums, thereby driving the growth and expansion of the company in strategic sectors for their OnPeople solution.
The strong sector knowledge of our client, combined with Naifman’s know-how and the national context regarding salary policy, enabled the identification and qualification of a large number of commercial opportunities, generating effective meetings that led to new projects and the growth of CEINSA in the Spanish market.
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