Introduction

Consulting Selling for Industrial Gas Leaders
How to Become the Stakeholder Leader Rapidly

If you want to create, deliver and capture value in the digital age, you can create online business models that make you deliver your goal rapidly.
That’s why we’ve created this breakthrough business modeling strategy to help you achieve your goal rapidly and sustainably.

1. ​The Value Process

​The value process highlights how to create, deliver and capture value.

​2. The Business Model

​The business model provides the tool for creating, delivering and capturing value from your target clients

3. ​The Consulting Selling Process

​The consulting selling process turns your business model into results rapidly.
It helps you to deliver value and capture value from your specific expertise sustainably.

1. Create Business Model to Become the Stakeholder Leader Rapidly - The Value Process

Becoming the stakeholder leader rapidly in the industrial gas sector is an effective way to build global leadership.
Here is the business model that turns your goal into the business model that highlights how you create, deliver and capture value.

​Creating Value
Providing a digital solution for optimizing total cost of ownership of the entire industrial supply chain

Delivering Value
Demonstrating a business case on how to optimize the total cost of ownership of the industrial gas supply modes (cylinders, pallets, bulk, on-site)

​Capturing Value
Capturing value from recurring service revenues, in-house seminars, and online webinars

2. Creating The Business Model: Become the Stakeholder Leader Rapidly - The Business Model

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Customer Segments: Who needs your value proposition
Your goal is to build strategic partnerships with our most innovative stakeholders.
You’ll target the most innovative stakeholders (customers, suppliers, and partners).

Value Proposition: Who we provide value
Your value proposition is to provide a digital solution for optimizing total cost of ownership of the entire industrial gas supply chain.

Channels: How we deliver value to our target clients effectively
The most effective way is to demonstrate a business case on how to optimize the total cost of ownership of the industrial gas supply modes ( cylinders, packaged gas, liquid supply, on-site).
You’ll demonstrate the trade-off of each supply mode.

Customer Relationships: How we interact
You use some ways of building and nurturing our customer relationships:

1. Personal Demonstration at the point of industrial gas use; 
2. Call center support, e-mail assistance in helping customers solving urgent problems;
3. Automated services as e.g. offering safety, health ánd environment guidelines in using industrial gases 

Revenue: How we capture value
You generate revenue from sources:

1. Generating Revenue streams from usage fees as renting cylinders, tanks, ASUs 
2. Licensing patented technology in return for a license fee
3. Subscription fee from selling continuous access to a service e.g. giving access to a specific know-how library

Key Resouces: How we manage our value delivery
You create an online platform: Optimizing Total Cost of Ownership of the Entire Industrial Gas Supply Chain. The main resources are the brand, the content management system, the business blog, the communication tools, and the order fulfillment process.

Key Activities: How we create value
The most important activity is to develop and maintain the platform. Aside from the platform development and maintenance,  experts from operations and marketing will create, publish and promote the tutorials, videos, audios, action guides, and apps.

Key Partners: Who helps us
RapidKnowHow offers one-stop services for creating, delivering and capturing value from the Optimizing Total Cost of Ownership of the Entire Industrial Gas Supply Chain Business Model.
Our experts have more than 35 years of experience in building and growing offline and online businesses successfully.

Costs: What we spend
You’ll spend out of the pocket costs for licensing the program and consulting fees. These fees will be covered by additional income streams from the business model, so you’ll generate positive cash-flows rapidly.
A business case demonstrates the financial impact at your convenience.

3. Sell and Deliver Your Consulting Services - The Consulting Selling Process

The next step is to sell and deliver your consulting service to your chosen most innovative stakeholders. We’ll use our rapid selling template below

The Opportunity

The competitive landscape of the industrial gas industry is changing right now. Smart industrial gas leaders drive digital leadership to become the global digital leader of the industrial gas sector rapidly and sustainably.

There will be an opportunity to establish business relations with most innovative stakeholders (suppliers, partners, customers) to build strategic partnerships to optimize the total cost of ownership of the entire industrial gas supply chain.
RapidKnowHow provides a business model to deliver this goal rapidly and sustainably.

Problem Solving

The industrial gas companies are very competent in helping their clients decreasing the costs of operations and decreasing safety, health and environmental risks.
Most industrial gas companies have the competence in consulting selling needed to sell and deliver value to their most innovative stakeholders.

The Business Offer

The goal of the industrial gas company is to become the supply chain leader in a segment ( manufacturing, process or health-care).
You join forces with your most innovative stakeholders and create a program for optimizing total cost of ownership of the entire industrial gas supply chain.
The goal is to become the primary service provider and strategic partner of the end-user of your industrial gas and service offerings.

Finding Clients

Choose clients with whom you have long-term friction-free relationships on management and operational level.
The preferred clients are those with whom you work on new application development.

Selling and Delivering Services

The first step is to sign an exclusive strategic partnership agreement with your end-user client on optimizing the total cost of ownership of a specific product, supply mode or the entire scope of industrial gases and services.

Income

You will commit to optimizing the entire industrial gas supply chain costs
( ordering, supply mode, internal storage, use, and SHE control).
You can share the profit with your strategic partner. Or you charge a management fee.
The purchase cost of industrial gases is passed through to the end-user company.

You can also create and sell online products ( ebooks, videos, apps ) and related one-to-one coaching and consulting offerings.

Tool to Use

RapidKnowHow created the Thriving Stakeholder Leadership solution to help industrial gas companies to thrive stakeholder leadership rapidly.
To Your Success – Josef

Thriving Stakeholder Leadership

​About the Author

​​

​Josef David is the founder and managing partner of RapidKnowHow.com. He specialises in creating digital leadership strategies and related products for companies and leaders who want to thrive digital transformation rapidly and sustainably.

He has more than 15 years of experience in crafting digital strategies and creating digital programs for various industries. 
He started his digital journey 2000 with implementing eBusiness in a DAX 30 company as Senior Vice President eBusiness.​ 

He is married to a wonderful partner in life: Irena, the proud father of two sons and the playing grandfather with two lively children .