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BUSINESS DEVELOPMENT
For 'smart' companies that are seeking to service private and public sector clients, business development is time and resource-consuming, as well as being prolonged, complex and highly competitive.
The most successful businesses in your sector will be investing as much protecting and managing their best clients as they are pursuing new opportunities.
Do you know which of your clients are the most profitable? Do you have a rigorous process in place for assessing which opportunities you should pursue? How satisfied are your clients, and how do your services compare with those of your fiercest competitors?
Market Expertise can assist no matter where you are in the sales cycle
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Whether you are needing to build brand awareness and market positioning
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To be pre-qualified or shortlisted for consideration
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To be tested as a new or alternative supplier
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Or to secure your standing as a panel or preferred provider.
Tenders & Proposals
Whatever sector you work in, you will have observed that a growing number of your clients and prospects are putting their purchases out to competitive tender. Many will employ professional procurement specialists to manage the process.
With high production values, tenders and proposals can be expensive to produce. But the production costs are incidental compared with the opportunty cost of having senior personnel diverted away from paid client work for hours at a time, days or even weeks.
A smarter approach could be to engage Market Expertise to remove the burden. We can contribute in a variety of ways including by
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Project managing your response, and coordinating all inputs and content
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Writing and/or editing your submission
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Working with your executives and project/client team to develop and articulate your strategy, value proposition, key communication messages and differentiators
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Ensuring you understand the tendering entity's issues, and the drivers behind the tender as a whole, and each of the questions being asked
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Coaching your bid team ahead of any presentation
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Briefing and directing designers on the desired branding, layout and production values.
Client Care Programs
At Market Expertise, we know what represents best practice in the retention and growth of clients.
We have developed Client Care Programs to assist professional services firms:
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protect and grow profitable work from existing business and government clients
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improve service delivery
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achieve 'preferred provider' status.
Our services include developing the strategy, engaging the business, analysing and categorising clients, tailoring systems processes for the necessary knowledge capture, establishing an appropriate structure for relationship management, and ensuring reporting mechanisms are in place.
Client Research
We all know the adage 'you can't manage what you don't measure'. That's why it is so important that you monitor and periodically measure client satisfaction. At Market Expertise our mantra is simple: Positive, negative or neutral you need to know how you are doing.
We can design and execute research programs to ascertain how your business is performing in real terms and, more importantly, relative to your competitors. Our research techniques cover both quantitative and qualitative research and we are experienced with print, online, face-face and telephone.
However what sets us apart from specialist research agencies is we have the experience and expertise to assist you in putting strategies and programs in place to correct any areas of poor or below par performance.
Research
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