In a complex environment where constraints are multiple, working well on its business development strategy is an essential asset in company success.
Finding new customers, especially in such times, is not easy. Nevertheless, the many changes that can be observed and the resulting technological upheavals will create new opportunities.
Adapting to the new ecosystem is a must do for any company. The cards are being reshuffled. Diversification of activities and applications must be important levers for development.
Know your environment
Any business development strategy must be based on an in-depth study of the various target market segments. This study will be necessary to determine the development potential, the limits to expertise and the axes of diversification. Recurrently, the evolution of these markets must be observed and analyzed so that the commercial strategy can be reviewed and adapted according to trends.
Position your Offer
After defining the development potential in the target markets, a benchmark of the competition must be established. This comparison based on key success factors will enable the positioning of the offer to be reviewed so that it meets demand.
Target Accounts’ organization
Once the accessibility of the markets has been estimated and the positioning of the offer adapted. It will be necessary to identify the target accounts and study their organization. It is an essential step in our industries with exploded industries.
Decision-making and skills centers are widely spread geographically, with sometimes even factories on several continents.
Find the right contact
Drawing up a list of clients to prospect, finding the right person to talk to is not easy. Thanks to the knowledge acquired on the organization of the target accounts that is possible to establish a list of relevant contacts to prospect.
Feedback from the field
Listening to the client, observe the process and identify the key factors of success allows to adapt the strategy to the reality from the field Having a critical feedback on your offer and being flexible allows you to respond in a relevant and adapted way to the market demand.
Need support or resources to establish and test your business development strategy? Contact us to discuss it with our business development experts in the Aerospace, Defense and Energy industries.
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