Marketing & Business
Development
Export Market Analysis
- Client/Customer Relationship Management (CRM)
- Provide forensics for stagnant/declining sales in a growing industry
- Quality of product and/or service
- Misalignment within Operations – high COGS relative to competitors
- No (low) Distinct Competitive Advantage (DCA)
- Inability to leverage DCA
- Inefficient and/or weak supply-chain and sourcing methods
- Disjunction between employees’ skill sets and skill sets required for success
- Provide enterprise-wide solutions to growth challenges such as:
- Integrating and leveraging of communications technology:
- Capacity building
- To streamline and cost saving through realized efficiencies and accelerating growth
- Using CRM in combination with Professional Services Automation (PSA)
- Comprehensive PSA as a source of :
- Finding new opportunities
- Analytics and reports
- Capture and plan schedules
- Service delivery management
- Track, approve, and billing
Forecasting, Methods, and Marketing Management Systems
- Lead in development of forecasting methods, tools, and functioning systems
- Lead in developing of an end-to-end time industry scan based on internal and external data
- Competitive landscape-fixed time industry scan based on internal and external data
- Collection and dissemination of market intelligence
- Identification of trends in:
- Market variables
- Competitive Growth: organic and/or acquisition based
- Costing – COGS and cost accounting trend
- Volume
- Supply-chain
- Technical and functional trends in product/service
- Internal synchronization of market prospects and client information
- Tracking and coordinating assigned resources
- Scope and estimating of budgets and other fiscal information needs
- Develop Structures as a ‘catalyst’ to accelerating growth
Research & Market Intelligence
- Market research and competitive intelligence, including but not limited to:
- Detail Profiles of:
- Competitors – SWOT
- Key enablers and constraints
- Size/Share of market
- Level of innovations and role of technology
- Strategic positioning of competitors
- Geographic market assessment – PEST+
- Estimated COGS and pricing strategies used
- Relationship with regulators, government and financial instructions
- Product/ service profile
- Financial health of industry and targeted competitors
- Influential decision makers [individuals, large investors]
- Strategic information regarding M&As, JVs, and corporate valuation
- Points of leverage (to be used)
- Detail Profiles of:
- Modelling of scenarios and possible outcome based on market intelligence
- Qualitative and quantitative data and information used in model building
- Incorporation of market data, information and intelligence in corporate strategy
Value Migration
- Marketing -Value Migration – Types
- Value flows between different industries/ economic sector
- Value flows between different companies within a sector
- Value flows between business designs within a company
- Value Migration –Stages
- Value Inflow – absorbed value from other companies/industries
- Value Stability – a competitive equilibrium exists with stable market shares & stable profit margins
- Value Outflow – companies lose their value to other industry parts and which reduces profit margins
Export Potential Assessment
- Export potential assessment based on:
- Product differentiation
- DCAs
- Landed COGs
- Compatibility of industrial/commercial cultures of exporters and importers
- Regulatory compliance
- Exporters calculated market intensions:
- Market seeding vs. market penetration
- Short term selling of varying volume & value (Tactical) vs long term presence in the market (Strategic)
- Use secondary/new market entry and distribution vs. establishing a primary distribution network based on existing channels
- Availability of local partnerships to mitigate risk and share cost
- Technology transfer and to what degree
- B2C corporate culture and operational fit
Product, Positioning, and Brand Management
- Export infrastructure building
- Identifying value
- Product positioning
- Brand development and management
- International promotion of Canadian industries/products
- Comprehensive market trends, analysis and forecasting
Business Development Strategy
- Business Development – National and Internationally:
- BD strategy designed for penetrating new markets, introducing new product within an existing market or enhancing current market share.
- S4P develops client and/or market-specific Business Development [BD] strategies.
- Through its networks, S4P can identify industry decision makers to establish direct relationship.
- Lead in the structuring and packaging to be used in communicating the products/services value to their clients.
- Help clients navigate through the maze of relevant regulations and laws, and develop effective and competitive pricing strategies.
- S4P can provide market-specific BD strategy development process:
- BD strategy customized to the market/buyer’s commercial environment.
- Design a framework for a sound assessment of the targeted market’s potential based on:
- Collection and accurate analysis of market intelligence
- Outline the competitive landscape and client’s purchasing culture
- Establish relationships at all level of the market to generate ‘over-the-horizon’ leads and prospects
- Aggressively make formal presentations of client’s product/service and Distinct Competitive Advantages (DCA)
- Construct a model for BD based on the feedback from relationships, strategic market intelligence and analysis.
- S4P can provide significant value-based services to both start-ups and small 7 medium enterprises (which provide over 75% of Canada’s jobs)