About Business Development

It’s all too easy sometimes to get in to too many different markets and get so busy as a small business that you lose sight of any direction or strategy. Your skills are so varied that you can offer a service or product to just about any business. Where on earth to start?

Over a short period of time, we were able to analyse what projects or deals had been delivered that set the business apart. Where it’s competitive advantage was, where it had done something unique in a small niche that it could claim for its own.

And that’s where the profitability and value was.

Once we’d established that, (or those in this case, there were a few that stood out) we were able to develop a story. A story about a unique project that we’d done with another organisation with the same requirements as a few others. We could market that story, we could set ourselves apart, we could make a name for ourselves and had already proven our expertise. And when the customer was ready to implement a similar solution, they knew where to come.

They would come to the experts, a company that had already proven itself and had demonstrated credibility and experience. And one that they had already made friends with and that their peers had worked with already.

Once a few similar projects had been completed in that niche, a critical mass could be achieved quickly and the large majority of the remaining market would follow suit.

From that position, from dominating a particular niche, it’s a short step to other, similar projects, often with the same organisations, or to other organisations with similar requirements.

We developed a platform from which to launch, developed an audience and developed a story to tell them.