Double Loop

Welcome to Double Loop.

Based on more than 20 years of experience in B2B marketing & sales, we support our industry partners in improving value creation, value communication, value selling and value capture.

We are passionate about doing all that based on four convictions:

We think and act Double Loop:

We believe that value creation, value communication, value selling and value capture doesn’t happen in silos. You can only be successful in selling and capturing value with your customers (External Loop), when the value creators in the “engine room” of your organization (Internal Loop) are customer-centric and perfectly aligned with the market facing parts of your business. That’s what we call Double Loop.

It’s all about people:

Improvements in marketing & sales are only possible with your people and not against your people. We see them as the driving force for your differentiation and value creation.

That’s why we are passionate about energizing and supporting your people.

We believe “business is people”.

Culture eats marketing & sales excellence for lunch:

… after having had strategy for breakfast. That’s why we don’t believe in best practices and silver bullets. There can’t be a one size fits all solution to your challenges. Instead, we are convinced, that we have to adapt all tools, methods and concepts to your specific and unique business culture, which we have to understand. Because, if you want to make things grow, you have to consider the soil.

Partnership and trust:

We believe in long-term partnerships. And we are ready to invest into them instead of trying to make a quick buck at your expense. Partnership needs trust. And trust needs transparency and honesty. That’s how we work. With our experienced and down-to-earth people we are looking forward to collaborating with you at eye-level.

And that’s why we do it like dudes.

We do all that based on more than 20 years of experience in the chemical industry and other manufacturing B2B sectors.

Our Double Loop Dudes Network

We have compiled for you a team of experienced practitioners in value creation, value communication, value selling and value capture. All with dedicated experience in the chemical and other B2B manufacturing industries, including Marketing & Sales experts and business psychologists.

If you want to join our team, please get in touch with us. We would be especially happy to welcome dudettes to our team.

Dr. Ralf Schmidt

Founder Dude

B2B Marketing & Sales Excellence expert with a focus on the chemical industry and more than 25 years of experience in the fields of B2B Marketing, Pricing, Sales Excellence, Sales Enablement & Coaching, Account Management, KAM and Value Selling. Myers Briggs Type Indicator® certified, hands-on and with a down-to-earth mentality.

In his private life: Husband, dad to three kids, Savate-kickboxer, Online Hobby DJ and cigar aficionado. 

 
 
 

Richard Cawthorpe

M&S Excellence Dude

Combining many years of consultancy experience together with almost 20 years working for international chemical companies in B2B marketing roles, makes things happen with a strong focus on execution across a broad range of fields including Sales & Marketing Effectiveness, Pricing, Product Management, NPD and KAM. 

In his private life: Married with 2 boys, passionate sportsman, cyclist and skier with a love for the outdoors.

 
 



Till Böcker

Psychology Dude

Clinical and business psychologist with 9 years of experience in organizational development and 1,5 years experierience as psychotherapist.

Loves to take over the role of “Sherlock Holmes” to identify the hidden needs and structures of organizations. Myers Briggs Type Indicator® certified trainer and coach.

In his private life he loves photography, improvisation theatre and outdoor sports like mountainbiking, climbing, canoeing, running and scuba diving. 

Christof Sauke

International Business Dude

More than 20 years of experience in leading positions in the international consumer goods industry. Consultancy specialties are in the fields of international business development, cross-cultural management, marketing as well as sales and retail in the context of a rapidly changing business environment. The usage of online tools for effective and better team collaboration and co-creation is his newest field of interest.

In his private life: happily married, two adult daughters, likes Viennese Art Nouveau and mountains. 
 

Dr. Steve Laborda

Value Selling Dude

Overall 15+ years of experience in B2B sales & marketing driving for commercial excellence and value-based selling

– Leading a commercial excellence program focusing on profitable growth and sales enablement for global 2,5 B€ corporation (chemicals)

– Led and successfully delivered change management initiatives in 20+ projects in EMEA, AMER and APAC

– Thought leader and passionate about value-based selling

In his private life: Married and father to two kids 16 and 8. He loves bouldering and cooking: two rather different hobbies.



 

Jens Zimmermann

International Marketing & Sales Dude

Expert in Marketing, Sales, Branding, Communications. More than 25 years of international management, consultancy and training experience in global companies of the chemical, packaging, food and furniture industry. Based on a down-to-earth, hands-on and pragmatic approach he collaborates at eye-level and has led large cross-national teams in marketing & sales. He also managed several organizational restructurings as well as post-merger integrations.

Inspired by his experience from Silicon Valley he encourages new ways of working and a paradigm shift in both leadership and the collaboration culture.

In his private life: Dad to 3 kids, camper travel dude, guitarrero and music aficionado.

Simon Kern (on the left :-))

Digital & IT Dude

Full stack developer who is adept at taking the users’ perspective.

Broad range of IT experience, ranging from requirements engineering to implementation and DevOps. He is said to have an error-fixing aura.

In his private life: Happily married, dad to be, nerd, series junky, pug owner.



 

    





Prof. Dr. Hartwig Steffenhagen

Founder Dude

One of the founders. Close collaboration with Ralf for more than 30 years now.

Professor (emeritus) of marketing & strategy at the RWTH Aachen University with more than 40 years of experience in B2B-marketing.

In his private life: Grandfather to 4 grandchildren, passionate glider pilot and gardener.

 





    


Sandra Innes

M&S Strategy Dudette

Consultant for a wide range of companies developing business and marketing strategies, built on 25 years experience in strategic planning and marketing for a major multi-national in the chemical industry. Enjoys facilitating the planning process and energising teams to get results.

In her private life: married with two adult daughters, enjoys tennis, skiing and cycling in hilly Northumberland as well as involvement in local community ventures”.




Andreas Girke

Number Crunching Dude

More than 25 years of experience in the fields of Finance, Controlling and BI. Worked as a director in the process industries, is a founder of a home textiles and home accessoires shop and is a jack of all trades.

Our man for in-depth finance and controlling issues and trainings on a freelancer basis, even though he started as a managing director and CFO of a health care company, beginning of this year.

In his private life he tries to save some time for playing squash and travelling. 
 

Dana C. Autenrieth

Senior US Marketing Dude

More than 25 years of experience in Marketing, business development, product development, pricing and sales development. Dana is a consummate innovator, change agent and challenger with in-depth digital marketing experience. He is based in New Jersey, USA.  

In his private life: Married, two very adults kids. Enjoys gardening, photography and tolerates too much exercise.
 
 

 


Dr. Oliver Arendt

International Strategy and M&S Dude

More than 8 years in top-management consulting and approx. 15 years in senior management functions at global players in the process industry (with a strong focus on chemical industry).

Main areas of expertise are Strategy and M&A, M&S Excellence, transformation / cost reduction and carve-outs.

In his private life, he likes running, going to the opera and travelling.


  


Our history

1998 

As team steffenhagen we started in 1998 with Professor Hartwig Steffenhagen and Ralf Schmidt as two of the four founders as a spin-off of the chair of marketing at the RWTH Aachen University, held by Professor Steffenhagen.

We started offering market research and marketing consultancy services to a wide range of different industries.

2005

Following a strategic review in 2005 we focused our consultancy services 100% on the chemical industry by expanding our “traditional” BASF business to other big and medium sized chemical companies.

At the same time we started developing a strong psychological background, which also brought us into organizational development and leadership topics.

2012

In 2012 we carved out our marketing research services into a separate and independent business.

As team steffenhagen consulting we onboarded our chief psychologist Olaf Lange as a partner and managing director, to build even stronger on the morphological psychology. And from the chemical sector we broadened our reach into many other B2B manufacturing industries following personal recommendations.

2014

After inventing the Double Loop principle for Marketing & Sales Excellence, we first published an article on Double Loop Account Management: “Account Management 2.0: From Silo Thinking to Integrated Account Development“, in the Journal of Business Chemistry 2014, 11 (2).

This was followed by BASF and LONZA reporting on the success of our Double Loop Account Management projects at various Marketing & Sales conferences for the chemical industry.

2020

COVID-19 brought serious disruption to our exciting development. After receiving awards as one of the best Marketing & Pricing consultancies in Germany, but two difficult years in our organizational development business, the corona virus became a driver for change: Under the sole leadership of Ralf, we took the crisis as a chance

– to reposition our business,

– to sharpen our profile,

– to focus it even more on value creation, value communication, value selling and value capture through pricing, and 

– to digitalize our marketing & sales support, including our digital sales enablement platforms, online training and coaching and blended learning formats.

We are looking forward to supporting our customers in the chemical industry and other B2B manufacturing businesses in their value creation and capture.

With our people, our attitude and our experience we can support you in focusing your business on cross-functional value creation, value communication, value selling and value capture. We are convinced that this will be crucial after the COVID-19 crisis.

Get in touch!

If you want to know more about us and our services, contact us. We would be pleased to make your loops spin, to create additional value for you and your customers. And to make sure that you capture the value with your pricing.