Business Development
Reaching business goals through core business consolidation and expansion into new customers and markets
Winning new customers faster by leveraging core competences
Smart expansion leverages the organization's core competencies to create new business opportunities. Key differentiators are identified and matched to market segments where they can address critical needs. This targeted approach, led by a dedicated business development team, accelerates new customer acquisition beyond the core business. Specific go-to-market strategies and tailored value propositions are deployed to meet the expectations of new audiences. Launching within an agile methodology allows for sequential cold calling sprints and continuous improvement, ensuring adaptability and optimized performance. This strategic approach minimizes the risks of business expansion and maximizes the potential for sustainable growth.
Moving up from business development to account management
Business development teams focus on developing new markets, acquiring new customers, and exploiting atypical strategic opportunities. They pave the way for growth and establish initial relationships and contracts. Account managers, on the other hand, focus on developing relationships and sustainable growth with existing customers. They provide them with solutions to ensure their loyalty. Depending on the structure of the company, these functions can be represented as two successive processes: first, acquiring new customers, then maximizing their long-term value. This synergy can form the basis for continued growth and sustainable profitability.
Growing direct and indirect sales channels
B2B sales channels refer to the means used by companies to reach their target customers. These channels are classified into two categories: direct and indirect. Direct channels involve the business's internal sales force, typically structured around account management for key customers, business development for expansion, and sales operations for smaller accounts. Indirect channels involve external organizations such as distributors, partners, or agents. The split between direct and indirect approaches depends on factors such as type of products and/or services, type of customers, market dynamics, and the best use of available resources. The sales channel strategy helps optimize market coverage and sales performance.
Developing and retaining existing customers
Developing existing customers often offers more potential for growth in the short and medium term than acquiring new customers. Developing and retaining B2B customers involves cultivating long-lasting relationships in order to maximize growth potential. It is about winning customer preference through multidimensional differentiation, not just generic performance. This approach requires a tailored, organization-wide strategy that aligns the structure and culture with specific customer needs. This involves a dual approach: a strategic vision from management combined with the active engagement of all teams in direct contact with the relevant customers.
The content of this page is not exhaustive and will be completed from time to time.
