Strategic Business Development

As the leader of a results­-focused sales organisation, delivering year on year sales growth is a way of life. You’ve seen significant success in local markets where your brand is recognised and associated with value and quality.

You feel that it’s time to expand into new markets or industry sectors, but they’re less familiar, more challenging and more risky. You’re concerned about time and cost and you can’t afford to make mistakes.

In our experience, this is the dilemma continually faced by business leaders. How do you enter and develop new markets or build business in new industry sectors in a cost effective, low risk way? How do you find new distributers and partners, win new customers, hire and manage in­-market sales people and grow the business so that what is initially a cost-centre quickly becomes a profit-centre?

Catalina Consulting can help

We take away the uncertainty, we provide solutions, we share the risk and we don’t take on any project unless we can deliver success.

We begin with your vision & strategy – where do you see your company in 3-5 years time and what do you need to achieve to deliver that vision & strategy? What sales growth have you planned? Where will that come from? Which sectors and markets will be key to successful growth? What makes your product or service unique, where is it currently positioned in the market and where do you feel it should be positioned?

We take this information away and without charging you a cent, we carry out some market scoping. We speak to target customers or distributers; we determine how your product or service compares to the competition. We scope out the potential and identify the opportunities. If we feel that we can work with you to deliver success, we create a tailored offering with budget and timeline. Our pricing model is on a core plus performance basis. You pay for sales results, not consultancy.

Vision & Strategy –  Building on our previous engagement, we take the analysis of your vision and strategy to the next level. Strategy is knowing where to play and how to win and so we use our own strategic analysis tool, to help us to understand your goals and ambitions for the business and to enable us to become familiar with its strengths and challenges.

Rigorous Planning –  The key to success is experience combined with rigorous & disciplined planning. We provide you with both. We review your current selling strategy, your resources, your markets & industry sectors and your marketing collateral and we create a comparison matrix with competitors operating in your chosen area. From this we develop a series of actionable goals.

Targets – We agree sales targets and key milestones and we work with you to create a project plan that identifies realistic and achievable project goals and objectives together with clear and simple budgeting and reporting. This creates the cornerstone for the development of an actionable sales implementation plan that outlines the market entry, packaging and pricing, distribution and financial reporting that profiles the market niche for your product.

Resources – Most sales teams are run lean and concentrate on sales targets, but in order to achieve momentum in new markets or sectors you need additional resources. Hiring in a new market is a difficult and expensive process. We bridge that gap until there’s enough business to justify the new hire.

Collateral –  We help you develop impactful collatera that will distinguish your product and differentiate your company. We guide you through the creation of case studies, presentations and your tailored web presence.

Qualified Meetings with Prospective Customers – Using our market and sectoral knowledge, we draw on our own contact base to set well qualified prospect meetings. We guide you through the preparation for these meetings and we’ll support you through the meetings themselves. We advise you on assimilating to the market’s culture and its business customs, on how to prepare for prospect meetings and how to maximise the opportunity once in front of your target customer. We coach you through the creation of impactful sales proposals and cost models. We help you negotiate the opportunity and close the deal.

Follow Up and Support –  Winning the first sale is just the beginning. Your new customer will expect a local point of contact and you’ll need someone to support the customer through the delivery of their first order. We can help. Until you’re ready to go it alone, we represent you, we continue to help you to develop and close business and we’re your market presence.

Key Account Management & Development – Building long term relationships with customers that are of strategic importance to the growth of your business optimises value and helps you and your customers to achieve mutually beneficial goals. It’s a time-intensive process that sometimes gets lost in the day-to-day focus of new business development. We can help you to maintain tenure in key accounts, to increase your share of the customer’s wallet, to be a supplier of choice.

 

 

”Things may come to those who wait, but only things left by those who hustle.”

Abraham Lincoln