Case stu­dy: busi­ness deve­lo­pent spe­cial machinery

Pro­ject:

The cli­ent com­pa­ny is a medi­um-sized pro­du­cer of pro­ducts that all requi­re a high degree of metal pro­ces­sing exper­ti­se. After an ana­ly­sis of the stra­te­gic busi­ness oppor­tu­ni­ties out­side of Aus­tria, it was deci­ded to focus on auto­mo­ti­ve sup­pli­ers in Ger­ma­ny and offer them spe­cial machi­nery. This was done through back­ground rese­arch on Tier 2 and Tier 3 sup­pli­ers, sub­se­quent sel­ec­tion and direct cont­act during a field rese­arch, seve­ral feed­back loops with the com­pa­ny in terms of mar­ket com­mu­ni­ca­ti­on opti­miza­ti­on, trans­fer of a short-list to the sales team and sup­port of the manage­ment in the sales controlling.

The results are firm orders and an abun­dance of offers in the pipe­line. Now the com­pa­ny has ear­ned a good repu­ta­ti­on and a strong mar­ket posi­ti­on in this segment.

Chal­lenges (and their solutions):

The com­pa­ny had only one Aus­tri­an cus­to­mer as a refe­rence. It was the­r­e­fo­re a mat­ter of pre­sen­ting the tech­ni­cal exper­ti­se of our cli­ent in con­junc­tion with a good com­mer­cial pro­po­sal. The first Ger­man cus­to­mer was won by com­bi­ning a very sophisti­ca­ted tech­ni­cal solu­ti­on with some very attrac­ti­ve pilot cus­to­mer conditions.

Cus­to­mer bene­fits / suc­cess of the consulting:

Sales to Ger­man cus­to­mers, sales pipe­line, mar­ket recognition