Growth Strategies –
Markets, Customers and Products

The decision to diversify is one that should be made with care. After all, diversification is a risky growth strategy in which a new product is added to the product range and a new market is developed. The new product can be either the result of an in-house development, an acquisition or a company cooperation. We will gladly assist you in this process. For example, we may conduct an extensive study to provide some clarity as to market conditions, customers, the competitive situation and the product itself.

If you wish to enter a new market as a company with an existing product, you will need a market development strategy. This type of growth strategy is especially useful for products that can be established in a new market without major adjustments. A market development strategy is also taken into account if you have specialized in a particular product type or considered developing/purchasing a product with prohibitive costs. Tapping into a new market calls for wide-ranging knowledge of the target market, and we will gladly step in to assist you with this phase.

The purpose of segmentation is to break a whole down into groups that are as homogeneous within themselves as possible and as heterogeneous as possible from group to group. This should take place in line with defined criteria. We will help you to break market or customer units into smaller segments so as to be able to address the respective groups in a more personalized manner. For example, marketing programmes, as well as products themselves, can be adapted to individual segments so that more accurate conclusions can be drawn as to the requirements and wishes of the target customers and markets.

We use the sales strategy to define the medium- to long-term corporate goals and objectives in relation to sales of products and services. The sales strategy governs the direction of all sales activities in terms of market cultivation. This includes, for example, the target customer portfolio, customer relationship management, sales channels, the design of the sales process, sales policy and the development of sales skills.
Together with you, we will draw up a successful sales strategy that enables close links to the market and customers.

Sales planning is a significant part of operational planning processes and has far-reaching consequences for all organizational functions within a company. With sales planning, we build up a solid footing for revenue planning.
We will configure planning frequency and horizon to suit your industry and the specific attributes of your company.
Sales and revenue planning indicates the direction for your business and must comply with the targets set in your corporate goals and objectives.

Programme management incorporates the planning, management, and control of multiple related projects pursuing a common goal. Managing a range of projects running in parallel requires the integration and coordination of a complex resource network – which is where our experience comes in. With the aid of needs-based processes, tried-and-tested tools, and extensive expertise, we will create the necessary transparency and enable successful programme management.