The function of business development consulting is to help businessmen and women to understand where they are right now with their businesses, and to develop a plan to stay on track. When you hire a consultant you want someone who has been there, built and managed companies, analyzed markets, and implemented and managed business development, marketing and sales campaigns in a wide range of markets for diverse products, for small to mid sized companies.
ABC’s corporate strategy for all products was to stay at the high end of the market and this was particularly true for private label bottled water where the market is characterized by cutthroat competition and many low quality vendors who are slashing prices and selling on price rather than quality.
As you grow larger, you may bring in a Price Strategist; a Pricer; a professional Contracts Manager to help you navigate the intricacies of the FAR and other customer requirements and lead your customer negotiations; a Procurement Manager to help you negotiate and manage teaming arrangements and subcontracting agreements; and even a PTW expert to make your bids more competitive from the price standpoint.
The sales process is one that involves a lot of people – product development, designers, pricing, marketing, technical, management – ‘front-line’ salesmen and ‘top-end’ management need to combine forces to deliver a product that their customers want.
Development strategies based on a strategic marketing plan for example will address a changing customer base and market dynamics, help one to understand horizontal and vertical target market opportunities and how to develop the right products, services and solutions to meet the target market needs.