Create 10x value and boost growth
Case Studies
How Konica Minolta assisted BMW Group in modernizing their printing infrastructure, focusing on sustainability and digitalization.
Using the Triple Fit Canvas by Valuecreator enabled value creation beyond products and services. It also earned Konica trusted advisor status and grew the business by factor 3.
How BASF and 3M developed a lasting business relationship
Each year, Valuecreator honors outstanding Triple Fit cases with the annual Value Creation Award. When Alan Weinstein was Global Account Manager at BASF for 3M, he won the category “Customer Impact”. In the following article, we briefly describe the steps Alan took and how the Triple Fit Canvas helped him to achieve his goals.
Schindler and CitizenM: Impressive Contribution to the Guest Experience
Citizen M was identified among the top strategic accounts at Schindler as a part of the 30 “Future Winner” accounts, sponsored by Schindler’s senior management. A focused Triple Fit approach helped Schindler become a dedicated part of CitizenM’s growth plans and a true contributor to its customer’s success.
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Evonik and Cargill: Growing together sustainably
Cargill and Evonik have a long and strong relation as customers, suppliers and competitors of each other. However, it was through the Triple Fit Canvas that the first mutual perception of strategies was shared after Cargill already being 10 years under Global Account status for Evonik. The companies moved from the focus on individual products to new areas where both companies have much more to offer in expertise, solutions and innovation.
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Publications
Stop Selling. Start Collaborating.
The secret to fostering lasting client relationships by Christoph Senn
HBR Magazine Mai-June 2022
How CEOs Can Drive Sales — or Kill Deals
How top-management involvement in B2B relationships can drive—or kill—deals by
Noel Capon and Christoph Senn
HBR Magazine March-April 2021
Awards
VALUE CREATION AWARDS
Every year we honor the best and most successful projects in which the Triple Fit methodology was applied. What is important here is the tangible added value created, how much the customer relationship has been improved and what results have been achieved.
The winners are decided by a jury of industry experts and the awards are presented every year at the annual Value Creation Summit in Arbon.
Hall Of Fame
We proudly present a list of past Value Creation Award winners. All of them have taken their business relationships to the next level with the Triple Fit methodology.
Voice of the Award Winners 2023
This is what the Triple Fit Award Winners of 2023 say about the methodology and how it helped improving their customer relationships.
Former award winners
Christine
Dickson
Maersk
By applying the Triple Fit methodology, Maersk identified $25 million of savings per day in the customer's value chain and created value for the customer and for Maersk by expanding its existing products and services to new innovative offerings.
Michael
Dobler
Schindler
Applying a Top-10 customer approach based on the Triple Fit Canvas helped create the right focus on 30 “Future Winner” accounts, which all received sponsorship by Schindler’s senior management, focusing on customers and orchestrating the activities for the target customer’s success at a profit.
Dr. Thomas
Gøgsig
Ecco Shoes
Dr. Thomas Gøgsig, a former GCP participant, created organisational impact for his firm ECCO Shoes, a leading Danish shoe manufacturer headquartered in Copenhagen, who reorganised their sales to be more customer-centric.
Dr. Theodor
Grasser
DSM
Using his mandatory certification project as a kickstarter, Theo was able to convince stakeholders on both sides to sponsor a joint Value Creation Initiative. The purpose was to help Bayer generate new business based on DSM’s science-based insights beyond the existing portfolio perspective.
Dr. Matthias
Kiessling
Konica Minolta
Dr. Matthias Kiessling, Konica-Minolta created customer impact for a global automotive client expanding the business from Europe to 46 countries with a focus on long-term innovation and collaboration strategy and operational excellence.
Nils
Hougaard
Tetra Pak
Niels analyzed the current state of account management from an inside-out as well as an outside-in perspective. Building on these insights, he then conceptualized the building blocks of the new international customer program and implemented his roadmap step by step.
Ariane
Helmbrecht
Evonik
Evonik applied the Triple Fit Canvas methodology toidentify new products and services, create strategic alignment and improve cost efficiencies for the customer, through Triple Fit Canvas workshops with decision makers at management level.
Josefina
Godoy Lemos
Hillebrand Gori
Josefina Godoy Lemos from Hillebrand Gori defined a breakthrough business growth plan for her customer in the wine industry using the Triple Fit Canvas in the challenging COVID times.
Moshe
Loberant
A.P. Moeller - Maersk
Moshe Loberant helped unlock joint capabilities through executive sponsor support and created exceptional growth with his customer using the Triple Fit Canvas.
Piotr
Malita
Coca Cola
Through defining the characteristics of a new group level position, he was able get funding for 3 GKAMs, which has now grown to 6 GKAMs and created a long-lasting impact, covering almost 50% of the business.
Miroslav
Milojkovic
Vodafone
Miroslav Milojkovic from Vodafone defined a digital transformation plan for a strategic partnership with his customer using the Triple Fit Canvas.
Marja-Liisa
Turtiainen
DHL
Marja-Liisa focused on the turnaround of the business with a major aircraft manufacturer through careful evaluation of the fit between the two companies which led to a high-value relationship growing from €10 million to €200+ million.
Wulf
von Borzyskowski
Schindler
With Schindler's local expertise and ONE brand standard for all new citizenM hotels resulting in significant savings for the customer, it became the sole partner for citizenM in vertical transportation in the last three years.
Alan
Weinstein
BASF
Triple Fit Canvas BASF to engage successfully with 3M’s diverse technology network that was instrumental in creating a sustainable project pipeline that helped rapidly bring new products to market and accelerate growth.
Share your Triple Fit Story
Have you been able to achieve an extraordinary breakthrough with Triple Fit? Have you been able to take your business relationships to a new level thanks to the methodology? Become part of the community and take the chance to win a Value Creation Award.
Share your story with us and be a future value creation award winner.