Interim Manager
In the B2B sector, where challenges are constant and competition fierce, companies must act swiftly to optimize their sales and marketing practices. An interim manager, with sharp expertise and the ability to intervene quickly, is a valuable asset for carrying out strategic projects in just a few months. By complementing existing teams, they bring real added value by focusing on three key levers: CRM optimization, pricing management, and change leadership.
Unlike a consultant, the interim manager becomes an integral part of the company’s team. They take on a management role and can also complement existing leaders on specific issues.
Below are three interconnected examples — all drawn from real-life missions — where I have successfully intervened multiple times.
1. Boosting Sales Performance through CRM Optimization:
Maximizing Efficiency in Record Time
CRM is a central tool for sales teams, yet its potential is often underused due to a lack of time, adoption, or specialized expertise. Sometimes, a CRM rollout even fails — partially or completely — leading to poor usage and low ROI.
An interim manager specialized in CRM systems like Salesforce can quickly assess the company’s needs, fine-tune the tool’s configuration for maximum efficiency, and train teams for optimal use.
Within a few months, they can transform an underused CRM into a true growth engine, automating repetitive tasks, tracking the right KPIs, and personalizing customer interactions.
As Paul Greenberg, author of CRM at the Speed of Light, explains:
“CRM is not just a technology; it’s a customer relationship management strategy that, when executed well, can transform an entire company.”
2. Pricing Management:
A Strategic Lever to Improve Profitability
Pricing is often neglected — whether due to lack of time, priority, or internal resources. An interim manager specializing in pricing can provide a fast and accurate assessment of current practices and processes, identify improvement opportunities, and implement a dynamic pricing strategy.
As Hermann Simon notes in Confessions of the Pricing Man:
“Price setting is one of the most strategic decisions a company can make.”
In just a few months, an interim manager can refine the company’s pricing policy and ensure better profitability by implementing the right tools, models, and governance. By structuring pricing processes and adapting them to market conditions, they maximize return on investment (ROI).
Indeed, price is the most powerful lever for improving profitability, far ahead of volume or cost reductions.
3. Leading Change:
Ensuring a Successful Transformation
Transformation projects — whether technological or organizational — require effective change management. Yet internal teams often lack the time or bandwidth to manage this critical dimension. Depending on a project’s size and complexity, proper change management can represent 5 to 20% of the total project cost.
An interim manager, relying on proven frameworks such as Lewin’s Change Model or Kanter’s Change Wheel, can drive the transformation in a structured way.
Aligned with Kübler-Ross’s change curve, they anticipate resistance, mobilize teams, and ensure that transformation goals are achieved. Their mission is clear: in just a few months, they create the conditions for change to be not only accepted but fully embraced.
Conclusion:
The Interim Manager — A Strategic Asset for Immediate ROI
Bringing in an interim manager offers a company the opportunity to leverage targeted, hands-on expertise that delivers results quickly. Their experience is an invaluable asset.
By intervening in crucial areas such as CRM optimization, pricing management, and change leadership, the interim manager enables the organization to fill temporary gaps and achieve tangible outcomes fast.
For B2B leaders, it’s a winning strategy — one that drives profitability, strengthens performance, and ensures a lasting competitive edge.
Laurent van Hamme