Entering New Markets   >>next
Companies have achieved growth by moving into more profitable or stable sectors and have used 3C to achieve the following:  
  • Targeting Markets: Research to identify which markets to target and identification of the sales and marketing activity required to successfully enter those markets.
  • People Changes: New management structures, recruitment of senior managers, skills assessments, training programmes,  resolving historical issues and changing to a customer focused culture.
  • Sales Processes: New contact management systems, pipeline processes, sales tactics and marketing materials aligned to new markets.
  • IT Improvements: Defining  bespoke software: job scheduling, job costing, estimating and stock control.  Install new phone system adding functionality to  improve  customer service.
  • Company Acquisition: Audit, business planning  and assessment,  where acquisition would provide an entry in to new markets.
 "We needed to make a lot of internal changes which has taken some time, but now we're seeing some real results and looking at a very bright future thanks to 3C".

MD Construction and Engineering Company.

 
Whether to diversify, regain lost sales, or grow sales in profitable or stable sectors, 3C has experience in achieving volume sales in new markets.  Companies often under-estimate the amount of internal change to successfully attack new markets.   3C has effected top to bottom change, often in people related  sensitive areas.  3C places great emphasis on research-based decision making.  This together with the use of progressive sales techniques, often ensures that business can be won in new, and often difficult markets.  3C have the breadth of experience to bring about change right across the business.  Some hands-on examples have included: changing banks, securing loans, detailed sales forecasting, job descriptions, developing sales leads, developing marketing materials, tailoring software, dealing with unions, writing procedures, developing pricing models, mystery shopper and customer perception surveys.