Commercial development

The core element of any business growth strategy is business development. Traditional approaches based on the features, advantages and benefits of a product or service no longer fit the customer needs. Moving from being product centric to customer centric has been the key approach for many successful businesses. However the implementation of this change is far from easy.

What is needed is a blend of leadership, partnering and a clear understanding of your customer. Coupled with this is a need to know the environment your business operates in, the different types of competitors and the way in which what you do creates the entire experience for the customer.

There are far reaching requirements that also need consideration. For example how your credit control department treats customers, the attitude of the delivery van driver ( even if he’s not your own) and the way in which your phone system takes a call. By thinking this through it is possible to avoid simple, yet frustrating, events happening.

By taking an overall, big picture or integrated approach the problems you face can often be defined in a different way. Because they have been defined differently it is possible that the solutions will be different. The approach offered by taking the folly integrated view biology provides leads to a richer set of implementable ideas that provide higher value to the customer and to the business.