International Interim Management Conference (IIMC)

SALES IS NOT A SCIENCE. IT IS A CRAFT. And mastery is earned. Never given. Sales is not rocket science. It is not some mysterious discipline reserved for a handful of gifted people. It is not even an art. Sales is a craft. A solid, honest, demanding, and sometimes brutally hard craft. A craft that requires discipline. Dedication. Repetition. And, above all, an uncompromising commitment to the customer. Let me explain. THE SAMURAI SWORDSMITH. A master Japanese swordsmith does not become a master by studying presentations about steel. He becomes a master by forging steel. Again. And again. And again. He strikes the steel thousands of times. He learns to understand the material. He develops precision, patience, discipline, and an almost obsessive dedication to perfection. But he does not forge a sword merely to produce a beautiful piece of steel. He creates a weapon worthy of the warrior who will carry it. A sword that commands respect. A sword that inspires confidence. A sword that makes its owner proud and his opponents think twice. The swordsmith's ultimate achievement is not the sword itself. It is what the sword enables its owner to become and accomplish. THE MASTER VIOLIN MAKER. Now think about a master violin maker. He spends years understanding wood, resonance, balance, and craftsmanship. He builds instrument after instrument, constantly refining his skills. But his ambition is not simply to create a beautiful violin. His ambition is to create an instrument that allows a virtuoso to produce extraordinary music. Music that fills a concert hall. That touches people's hearts. That captivates an audience. That transforms a piece of wood and a few strings into something unforgettable. The violin maker does not build a violin. He enables the violinist to create magic. And the greatest reward? When a world-class violinist recognizes him as a true master of his craft. NOW LET'S TALK ABOUT SALES. What makes you think sales should be any different? You are not selling a motor. You are not selling a machine. You are not selling a service. You are selling what your motor, your machine, or your service enables your customer to achieve. Higher productivity. Better performance. Greater reliability. Lower costs. Competitive advantages. More profitable business. Ultimately, you are selling customer success. And that requires far more than a polished presentation, an attractive quotation, or a competitive price. It requires dedication. Absolute dedication. You must know your product. You must understand your customer's business. You must recognize his challenges, his ambitions, his pressures, and his opportunities. You must earn his attention. Then his respect. And finally, his trust. Attention is not a right. Respect is not a gift. Trust is not a sales technique. All three must be earned. Every single day. MASTERY COMES FROM REPETITION. Nobody becomes a master craftsman by watching others work. And nobody becomes an outstanding salesperson by sitting behind a desk, studying dashboards, and discussing sales strategies. You become outstanding by doing the work. One customer visit after another. One conversation after another. One difficult negotiation after another. One rejection after another. One successful solution after another. A thousand customer encounters will teach you things that a thousand PowerPoint slides never will. Mastery does not come from a job title. It does not come from a business card. And it certainly does not come from calling yourself a sales professional. It comes from years of deliberate practice, relentless curiosity, continuous improvement, and an uncompromising obsession with customer benefit. Practice. Practice. Practice. There is no shortcut. STOP BEING A SALES REPRESENTATIVE. BECOME A TRUSTED ADVISOR. A master swordsmith earns the respect of the samurai. A master violin maker earns the respect of the virtuoso. And a master salesperson earns the respect of the customer. Not because he talks more. Not because he offers the lowest price. Not because he promises everything. But because the customer knows: This person understands my business. This person knows what he is talking about. This person is committed to my success. And I can trust him. That is the moment you stop being just another sales representative. You become a TRUSTED ADVISOR. Someone whose judgment matters. Someone whose expertise is respected. Someone whose presence creates value long before an order is placed. Someone the customer wants at the table when important decisions are made. MY FINAL POINT. I have enormous respect for salespeople who dedicate themselves to mastering their craft. People who go out every day. Who visit customers. Who listen. Who learn. Who challenge themselves. Who refuse to accept mediocrity. People who develop an almost obsessive focus on the value they create for their customers. Because that is what separates ordinary salespeople from true masters. Sales is not about pushing products. Sales is about enabling customer success. And the only way to become a master is to do what every great craftsman has done throughout history: Show up. Do the work. Improve. Repeat. A thousand times if necessary. And then another thousand. DON'T JUST SELL. MASTER YOUR CRAFT. DON'T JUST WIN ORDERS. EARN TRUST. DON'T JUST SATISFY CUSTOMERS. MAKE THEM SUCCESSFUL. Because at the end of the day, the greatest recognition a salesperson can ever receive is not a sales award, a bonus, or a fancy title. It is when a customer says: "I trust you. You are the master of your craft."

White Elephant Projects: Hunt Them. Win Them. Don’t Build Your Budget Around Them.‍Every sales organization loves the big prize. The exceptional project. The international flagship contract that takes years to develop and can transform an entire year’s order intake.Depending on the industry, we may be talking about €20 million, $50 million, or considerably more.For this article, I call them “White Elephant Projects.” Conventionally, a white elephant describes something expensive with limited practical value. Here, I deliberately use the term for projects of exceptional scale, complexity, international reach, and uncertain timing.Winning one can be an outstanding achievement. Depending on one to make your business plan work is a different matter.‍1. Keep the hunting instinct alive.Across more than two decades in interim management, I have seen how much energy a major opportunity can generate.I welcome that ambition. I want sales teams that pursue exceptional opportunities with determination, intelligence, and stamina.When we win one, I celebrate with the team. These contracts can open doors, strengthen our reputation, establish important references, and demonstrate what our organization can deliver.Go after them. Take them seriously. Earn the win.2. Recognize how little you control.These projects can remain in the pipeline for years. Financing changes. Investment decisions move. Specifications evolve. Political conditions shift. Customers postpone commitments.Meanwhile, every serious competitor is pursuing the same opportunity, often with substantial resources and considerable determination.A strong relationship does not guarantee an order. Years of effort do not guarantee a decision. A large pipeline value does not guarantee revenue.An opportunity is still an opportunity until the customer commits.3. Build a business plan that works without them.Your underlying business must support a credible three-year and five-year plan through a sufficiently broad, repeatable flow of orders.Revenue, gross margin, and EBITDA targets need a foundation you can explain and defend.My test is straightforward:If removing one exceptional, uncommitted project breaks your plan, your plan is too dependent on that project.Show these opportunities separately, with explicit assumptions about probability, timing, and financial contribution. Once a contract is secured, incorporate its delivery, revenue, costs, and risks into the relevant forecasts.Until then, treat it as potential upside above a sound operating baseline.4. Look beyond the headline contract value.A flagship project may deliver considerable prestige while producing a relatively modest margin.Competitive pricing, extensive engineering, demanding contract terms, guarantees, and execution complexity can consume much of the apparent upside. Large projects can also tie up capacity and working capital that the regular business needs.Reputation has value. It does not automatically translate into profitability.A spectacular order intake figure deserves a rigorous margin and cash assessment.5. Win it. Deliver it. Keep building the core business.When you secure an exceptional project, execute it exceptionally well. Protect the margin. Manage the risks. Turn the result into a reference that helps win future business.At the same time, maintain the discipline that sustains the company: customer development, a broad pipeline, regular orders, and consistent commercial execution.The big prize should strengthen that foundation.Hunt the extraordinary. Budget with discipline. Deliver relentlessly.‍‍

MYME MOVE: Zwei starke Partner. Ein klares Ziel. Dein nächstes Mandat.Wenn sich zwei starke Institutionen, zwei profilierte Köpfe und zwei erfahrene Profis zusammentun, darf man auf das Ergebnis gespannt sein. Besonders dann, wenn sie ein gemeinsames Ziel verfolgen: erfahrene Menschen dabei zu unterstützen, ihre Kompetenz in eine klare Positionierung und neue Mandatschancen zu übersetzen.Genau dafür stehen AYCON und die Steinbeis Augsburg Business School mit MYME MOVE.MYME basiert auf einem Konzept von Ulvi Aydin und auf mehr als 21 Jahren Erfahrung im Interim Management. Als profilierter Interim Manager, Autor zahlreicher Publikationen, Keynote Speaker, Beirat und Aufsichtsrat kennt er die Anforderungen des Marktes aus eigener Verantwortung. Er weiß, wie wichtig es ist, das eigene Können auf den Punkt zu bringen und dessen Nutzen für Auftraggeber überzeugend zu vermitteln.Andreas Renner, Leiter der Steinbeis Augsburg Business School, bringt die Perspektive der praxisorientierten, wissenschaftlich fundierten Weiterbildung ein. Die SABS verbindet Qualifizierung mit unternehmerischer Anwendung – ein entscheidender Baustein für Menschen, die ihre Erfahrung weiterentwickeln und wirksam einsetzen wollen.Gemeinsam haben beide ein Angebot für Interim Manager, Coaches, Berater, Aufsichtsräte und Beiräte entwickelt. Für Profis, die ihr Profil schärfen, ihre Positionierung präzisieren und gezielt auf passende Mandate hinarbeiten wollen.Denn ein beeindruckender Lebenslauf beantwortet noch lange nicht die entscheidende Frage: Warum soll ein Unternehmen genau dich beauftragen?MYME MOVE verbindet fünf Bereiche: Positionierung, Qualifizierung, PR und Sichtbarkeit, Netzwerk sowie KI und Umsetzung. Über drei Monate entstehen konkrete Ergebnisse – vom geschärften Mandatsprofil über einen überzeugenden Executive Pitch bis zur gezielten Ansprache relevanter Kontakte. Ein Weiterbildungsseminar und eine Mastermind-Gruppe im Zweiwochenrhythmus begleiten die Umsetzung.Der Ablauf ist klar: TEST. MOVE. CHECK. Standort bestimmen. Maßnahmen umsetzen. Wirkung überprüfen.Damit richtet sich MYME MOVE an Menschen, die bereit sind, auch an ihrem eigenen Marktauftritt konsequent zu arbeiten.Deine Erfahrung ist dein Kapital. Mach für den Markt unübersehbar, welchen Wert sie schafft.Mehr erfahren: MYME MOVE‍

TWO MINUTES ARE ENOUGH.You have a strategy? A concept? A roadmap?Then you must be able to convince an audience of its core direction in 2 minutes.YES!2 minutes!Where do we stand? Where do we want to go? How will we get there?:devider:Three questions. Three or four priorities. A clear message.For years, I have coached and mentored CEOs to do exactly this.No projector. No laptop. No slides on the wall. Just you, your conviction, and your ability to make people understand—and care.A strong concept needs fire. You must burn for it so intensely that your audience feels the heat and wants to move with you.:devider:Technical substance matters. Clear goals matter. The passion with which you communicate them matters just as much. Your team needs to understand the direction and feel compelled to act.That is leadership: making the priorities unmistakable and igniting the ambition to deliver.Take four minutes if you must.But leaders who communicate exceptionally well can do it in 2.