Interview: Business development

Interview: Business development

  • 06 May 2022
  • Interview , Business development

The mobility world is changing fast. As an employer, if you want to organise mobility differently it is a good idea to first think carefully about what you want, where your challenges lie and what opportunities the market offers. How do you get all the important information out in the open so that you know what questions you need to ask and end up choosing the right supplier for your business? Raymond de Vos, responsible for Business Development at XXImo, is here to help.

Can you tell us something about your role?

My work touches on everything that is going on within the mobility world. Insights into customer needs, creating opportunities, sharing knowledge and giving advice. In practice, that means I sit down with customers/potential customers and work with our commercial team in order to gain the best possible understanding of the customer’s needs and help the customer to achieve their objectives.

Can you elaborate on that a little?

Very often, companies that want to address their mobility are not aware of everything they will have to take into account, or of all the opportunities that are available these days. They look to the market to contribute ideas, share knowledge and advise them.

Based on discussions with multiple parties, they then decide what requirements they are going to put to the market. At that stage, I listen carefully and ask a lot of questions. This helps create a good picture of the issues these employers are facing, what their challenges are and the possible solutions. I also contribute ideas on all the important points and give advice.

If there are requests for proposals or tenders, I go through the details. I support XXImo’s commercial team in writing the ‘tender’. For example, I will examine whether we are properly answering the questions asked and whether the quality of the answers meets expectations. For the purposes of quality assurance, we make use of a number of best practices and I keep an eye on planning and delivery. Naturally I also help our team thoroughly prepare for customer presentations, holding a number of practice sessions that are as realistic as possible.

I have procedural responsibility, while the team has commercial responsibility. We also regularly go to meetings together, because together you hear more, you focus on very different things and you take different approaches to the interaction.

Can you tell us what employers are currently looking for?

Above all they are looking for new solutions that suit the ‘new way of working’. More home working, different forms of travel and handling travel allowances differently are the most important topics. I also see that companies with traditional fleets are moving step-by-step towards offering their employees a wider range of mobility solutions, for example with more sustainable solutions such as electric vehicles, public transport and shared mobility. That is often part of a mobility transition.

Being able to respond to trends, to be flexible, is very important. Some companies opt for major changes in one go, while others are more cautious and prefer to take small steps towards a big change.

That's what I like about XXImo’s services. You can start with a few mobility services and later switch new services on and switch others off. That flexibility is what employers and employees are looking for today. Everything is possible within the same system and with the same card/app. Which is very convenient.

Can you tell us about the significance of sustainability?

Absolutely, that's a topic within every request/tender. On two levels. As a tenderer, companies always ask us about our own record on sustainability, plus of course how we can help them travel more sustainably. New regulations mean that the latter is currently high up on the agenda of every business employing more than 100 people. They relate to the impact of the chosen method of travel, reporting on it and how it can be influenced in a positive direction.

What other subjects are important?

I would list the following: user convenience, the cost of the offering, implementation strategy and onboarding, the flexibility of the offering, privacy and security and network/coverage. All these points need to be properly described and explained by the tenderer.

Finally, do you have a tip for anyone who is putting out a tender?

Absolutely. To me, it’s all about dialogue. Understanding each other, getting to know each other's interests. You can never achieve that based on a questionnaire alone. So I recommend that everyone reserve space in the process for dialogue and interaction, for example by holding exploratory discussions beforehand, verbally explaining a proposal and enabling questions throughout the process. That's good for all parties.