Business Development Services

You have a great product, a clear vision, and big goals – but you need to connect this with your customers and make deals that benefit both sides. That’s not easy.

A profitable and sustainable business does not happen by chance, but by design. It requires a deliberate, consistent and ongoing effort to identify and engage the right stakeholders, understand the true needs of the customers and deliver value that meets or exceeds their expectations.

Pricing is a key factor in winning deals, but it is not the only one. Your customers also need to trust you and your product or service, and see how it can solve their problems and help them achieve their goals.

After winning the deal, you still need to seal it with a contract that is fair, comprehensive and executable for both parties. The contract should not only reflect the current agreement, but also enable and facilitate future business opportunities.

I have more than 10 years of experience in B2B sales and business development in complex environments. I can help you grow your accounts with a long-term perspective, sharpen your value propositions, respond to bids with clear value, and negotiate contracts that ensure mutual success and lasting business relationships.

Strategic Account Development

Strategic account development is not the sequence of day-to-day operational or opportunistic sales interactions. It sets the scene for long-term growth and success.

It requires a plan, a vision, skill and discipline. It involves building and maintaining relationships, understanding and delivering value, and differentiating from the competition.

I can help you create, implement and execute a strategic plan based on your situation, strategy, value proposition and actions. This will lead to more effective customer engagement and higher success rates.

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Bid Response

To grow your business, you need to win the deals - but you also need to make sure both parties are happy in the long run.

The tender phase is where you need to convince your customer that your solution is the best match and a trustworthy option for their business, and where you need to keep the deal aligned with your own business goals.

I can assist you from qualification to closure of the tender in creating, delivering, and negotiating your response that will show your customer clearly the value of your solution and that will use business models and pricing that are both competitive and sustainable.

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Contracting

To seal the new business you need a contract that reflects the mutual success of both parties, not just the closing of the deal. A contract that is fair and executable for you and your customer and that provides stability and confidence to the joint business.

Even though both parties want to do business, there may be misunderstandings, unspoken expectations and late changes that can jeopardize the deal.

I can support you during the contracting phase from the award to the sign-off to ensure continuity from the bid response to the contract, negotiate agreeable terms and reach a contract that serves for the current business and future growth.

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