Setting the Overall Strategy
From customer visits (face to face or conference call), competitive analysis, SWOT analysis and internet research – the information is condensed into a clear rationale that can be referred to and rally behind throughout the long business development stage and even beyond to contract negotiation.
We identify what motivates the customer to partner – stated and implied hot buttons. Every feature, characteristics, measurement or objective that the customer uses to identify desirable services, products or companies.
- Finding the right market
- Planning the approach
- Identifying and qualifying the opportunities
- Planning for the opportunity
- Developing a plan
- Negotiating and closing the deal
- Sustaining the relationship
