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Business Development Services
Leading edge technology and a solid marketing plan are still severely
limited without a well-thought-out strategic business development
plan and focused execution. The industry is littered with companies
that possessed great technology and marketing plans, but failed
to penetrate their target markets ahead of the competition, or to
achieve the revenue growth required, often as a direct result of
inadequate business development execution.
Many confuse business development with sales. Business development
is a component of strategic marketing involving penetrating your
target markets at the right time, identifying and obtaining critical
customers and developing and managing the right distribution channel
partners. Sales is typically a more day-to-day activity that brings
in the revenue, riding on top of the foundation of a good business
development plan. Both are important.
ALEA understands the continuum between pure Business Development
and Sales, and has the skills to work virtually anywhere along this
spectrum. We'll help you penetrate foreign markets more rapidly,
delivering an ROI to the bottom line in weeks instead of months
or years. We bring you together with customers you can sell on value
rather than price alone.
Organizational Effectiveness
We can provide insights regarding the "life cycle" of companies
and help management teams learn how to optimize their behaviors
in order to flourish rather than just survive.
Competitor Analysis
Our approach helps product teams and/or business units better
understand, anticipate and counter competitive threats.
Marketing Communications
We design communications plans reflecting the appropriate market
development strategy, as well as provide insight into what NOT to
do in order to implement effective programs.
Go-to-Market Planning
These services create integrated operational marketing plans that
are consistent with market development strategy. The deliverable
includes your marketing communications strategy, sales and channel
plan, partnership plans and product launch planning.
Business Planning
These services help develop a complete business plan for a specific
audience that stands up to the rigors of investor or executive review.
This is typically done for a major corporate event such as raising
additional capital, corporate acquisition, merger or divestiture.
Portfolio Planning
For companies managing multiple product/market areas, we provide
guidance in evaluating life-cycle-based models, to gain consensus
on market-entry, investment and exit strategies. This typically
requires advanced review of all secondary market data available;
interviews with executive management; developing scenarios to assign
relative priorities.
Partnering Planning
Technology companies are increasingly faced with executing plans
involving cooperation among two or more partners with different
but complementary business objectives. Difficulties result due to
misaligned assumptions, perceptions, and understanding of each other's
strategic interests. We provide facilitation, coordinating joint
strategy and go-to-market plans, so each party can commit explicitly
to an agreed set of strategy outcomes.
Advisory Counsel
Our partners serve in a variety of advisory capacities, including
outside directorships and corporate advisory boards. Many clients
consider us partners in their ongoing strategic businesses.
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