Strategic Planning

PHASE 1 – START-UP
Primary Objective: Find and Connect With Customers

High energy, experimentation, inefficiency, limited resources, and weak profitability characterize Phase 1. The challenge is to connect your company’s products and services to your core customers and to expand to new clients. For example, one client, a biotech firm, had a successful product that appealed to a small number of academic researchers. Their challenge was to expand sales to the much larger but more challenging commercial market. We helped them analyze the commercial market, identify potential new customers, and implement a sales and marketing strategy to reach those customers. Then, we provided sales training to help the sales staff understand and execute the growth strategy.

TYPICAL PHASE 1 SERVICE OFFERINGS
Strategic Market Development
Market and Competitive Analysis
Market Definition - Experimentation with different types of customers
Development of sales strategies and messages for specific customers
Formation of strategic alliances
Management of expenditures to survive the Start-up Phase

Sales Training
Sales With Distinction Workshop - Key Issues Addressed: Understanding your market and your competition, process for new business development, positioning your products and services, and consultative selling skills. Action plans are developed during the workshop for each participant.

Leadership Training
Leading and Managing Workshop - Key Issues Addressed: Understanding the importance of leadership and management, assessing the overall organization and individual managers on management practices and leadership styles, performance management techniques and metrics, coaching to create a high performance culture.

Back to Strategic Planning