Strategic acquisition

 

In Business to Business situations, one of the most demanding tasks is to acquire new customers. In addition to the fact that it is an inconvenient situation, the difficulties result from a possibility of a failure despite all the efforts invested. Still, a key task of Account Managers is to bring in new customers. More or less acquisition is necessary in any case, subject to the company’s product and service profile, as well as the growth stage. The sales funnel and the probabilities associated with each stage are good indicators of expected sales results.

The most common mistakes perceivable on client acquisition

• The sale staff waste resources on less promising partners
• Wrong priorities, consuming too much effort on low-potential clients
• Failure to notice situations that promise faster success
• Contact is only kept with one person at each customer
• They are not familiar with the roles of the decision-making process
• They do not know the relationship of roles to the KAM’s company and services
• The odds of winning are not known
• In general, they are not familiar with competitors’ positions with the client
• They are often lost in managing day-to-day operational affairs
• They do not know what to use to set up a priority of potential customers

Causes                                                                                

Certainly, these frequent mistakes are not a result of KAMs not wanting to operate more efficiently. The reasons are more likely to be rooted in the fact that they are not provided instruments and an attitude that would assist them in conscious customer acquisition.

As a result of the Strategic Account Management process

More accurate forecasts

On developing the Strategic Acquisition process, Develor, in cooperation with the customer, works out the tools and processes that help the sales staff in conscious customer acquisition. Together, we develop the features of the clientele intended to be contacted, as well as the steps to be followed in each situation.

The tools and criteria for forecast are set up with the dual purpose of helping managers see what to expect on the basis of the sales funnel, and also the sales staff to be able to measure their results.

Conscious sales staff activity

In a joint effort, we define for each step what the key success criteria are, and what the sales staff are to do.

In addition to specific states and actions to be taken, we cooperate in producing analytic tools that provide further information on the necessary actions to be taken, and on a decision to proceed or stop.

Benefits

• Transparent business opportunities
• More accurate forecast
• More efficient acquisition activity
• Support to the sales staff

Related services

• Developing a performance appraisal system
• Working out an incentive system
• Developing the process of strategic account management
• Sales training courses
• Negotiation techniques training courses
• Sales presentation techniques