Keys to Success

Business Agility™

Competitive Business Intelligence

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Business Agility™

Competitive Intelligence Resources

	Customer Sales Highlights!

875,000 project with the Major Entertainment Corporation to deploy a revenue management application to all media sales, finance and management staff. The users of the application were located in several offices across the U.S. The application handles all major areas involved in running a media company and demanded a fault tolerant, high performance, thin client strategy.

Business Agility - Keys To Success!

Pinpointing Hot Business Prospects

I.       Know your top customers. Construct a profile that outlines the characteristics common to your most profitable clients. Using the profile, you can target prospects with the same characteristics exhibited by those companies that are now your most lucrative customers.

II.      Contact each member of the target prospect group and identify the decision maker.

III.     Introduce your company. Use a simple but memorable introductory message that will get the decision maker's attention.

IV.     Pre-qualify prospects by phone by asking for the company's criteria for choosing their suppliers, and by identifying your competition.

V.     List the potential business opportunities that may exist between your company and prospect. Develop a plan that encourages two-way communication between you and the decision maker over a specific time period.

VI.     Keep your company's name in front of your customer and polish your image by sending a weekly series of promotional pieces. Be creative - if you want the decision maker to remember your company, make the promotional piece unforgettable.

VII.    Tell the decision makers exactly what you can do for them. Inform your decision makers as to your product's capabilities, but inform them in an attention-getting way that distinguishes you from the competition.

VIII. Meet with the decision maker to test the water. Assess how well the prospect company's current supplier meets the prospect's needs, and where you can improve on the competition's performance.

IX.    Use product demonstrations, testimonials, even a tour of your company's facilities to demonstrate that you can meet the prospect's needs more effectively. Remember that proving you can meet their needs might not convince them to switch suppliers - but proving you can meet them better than the competition might make a difference.

X.       Present prospects with a list of their needs and problems, then develop strategies that present your products and services as the fulfillment of each need and the solution to each problem. Adopt a customer-driven approach with each strategy, and present a clear customer benefit for each product or service feature.