Business development, another synonym for sales?
Not exactly. Sales is short term oriented and has an end customer focus. Business development is about creating long term value via partners who sell to the end customers in a scalable way.
The goal of business development is to establish a long lasting win-win relationship whereby new markets are developed, brand awareness is increased, new customer segments are conquered or adjacent products & services are established.
How can we help?
We have a multi-level approach:
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We perform an in depth analysis of the current 'as-is' and determine opportunities in terms of customer segmentation, geographical markets, adjacent products, brand cooperation, ...
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Together with the marketing and commercial teams a strategy and a plan of action are designed
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Current partnerships are assessed against this new strategy and a shortlist of new partners is made based on predefined criteria.
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A business plan is developed to the determine the ROI and the impact on the total business.
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We develop a negotiation strategy to ensure the best outcomes for all parties involved
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Setting up and structure the deal, partnership or Joint Venture
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Implementation of corporate governance principles and reporting
Some of our past projects
Managing the branded reseller partnership between BASE Company and VMMa (Medialaan), whereby mobile products are sold under the JIM Mobile brand. Facts 2012-2013: 600k customers and +€40m revenue.
Constructing the partnership between BASE Company, Medialaan, Roularta & De Persgroep to jointly develop a new product portfolio on the Belgian market, which combines telecom & content services.
Why Push & Company?
The development and execution of a business development strategy requires a team of dedicated specialists, focusing on long term value delivery. The team needs to have an open mindset and no legacy with existing customers, partners or markets and needs to be able to manage complex structures and objectives whilst establishing a personal relationship with the partner. Finally, the inflow of best practice form other industries and out-of-the-box and out-of-the-current structures thinking increases the succes rate. Having this team on a full team basis is not always cost efficient.
Push & Company has a proven track record in developing and implementing business development strategies. We have executed many different projects in telecom, media, energy and entertainment industry whereby long lasting partnerships were established with significant value creation for each of the parties involved.