Business Development

Today, many companies find themselves in a situation wherein all options seem to be exhausted. Whatever the case, this situation presents itself in a similar way:

• Cost reductions are almost totally depleted
• Increase of competition along with growing downward pressure on prices due to internationalisation
• Suppliers have been replaced by “problem solvers”
• Growth creates greater shareholder value
• Command of classic marketing instruments no longer suffices to maintain competitive advantage

Growth initiation via innovative marketing can present a path out of the crisis. Our systematic approach is usually subdivided into 2 project phases:

1. Growth Audit:

• Market segments
• Customer requirements
• Price drivers
• Growth leverage
• Growth model

The goals of such an audit are the identification of market segments, possibilities for growth, potentials and a strategy for implementation.

2. The second project phase has to do with growth management:

• Product/service design
• Supply chain optimisation
• Customer retention systems
• Distribution process re-engineering
• Measuring systems
• Incentive programmes

Then, the detailed planning, employee integration and the establishment of all necessary conditions for implementation.

With the help of special analysis instruments, and together with our clients, we develop a growth strategy. To this point, the following issues are of high importance:

Understanding of market relations
Analysis of product segments, key competencies, user/application segmenting, supply chains

What are the customers’ needs?
Application processes, customer interviews, customer requirements, acknowledgements, competitive comparison

What is the pricing situation?
Price mechanics, price points, relative cost structure, price potential, elasticity, threshold

What factors represent leverage for growth?
Growth elements, growth potential, elasticity (price, communication, distribution)

How can growth be achieved?
Factors for success, supply chain optimisation, customer retention, product and service design

What factors represent leverage for growth?
Growth elements, growth potential, elasticity (price, communication, distribution)

How can growth be achieved?
Factors for success, supply chain optimisation, customer retention, product and service design