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Strategic Sales Focus - Coggle Diagram
Strategic Sales Focus
Processes
HLU
ATP
AFL
Compression
FW
MAW
Sectors
Aero
Auto
Energy
Tidal
Wind
Medical
Electronics
Workshop Framework
Example : Business Canvas for each sector/campaign
Reporting simply to stakeholders
Repeatability
Objectivity
Standardised assessment criteria
Phased approach
Low hanging - more of what we already do to customers we didn't have access to
Chase repeats
Better contact to ongoing service and maintenance
Upgrades and production efficiency
Near field - More stuff to existing clients
New opportunities - Core offering to new clients
New competences to existing
New competences to new clients
existing technology to new market / material
What we do:
expand what we already do to nmore customers (all products, all markets)
find new opportiunities:
existing technology
new market
new technology
existing market
new market
How we assess new opportunities
Evaluation criteria for opportunity
strategic fit
existing or new technology
existing or new market
existing or new customer
TRL end product
MRL end product
market size (volume GBP)
no of potential customers
no of potential competitors
potential CT sales Volume
potential individual project volume
CT technical risk
CT commercial risk
CT resources
--> Score
allocate resources
How we find new opportunities
nail down what the competentcies of our existing equipment is
use same competentcies for new equipment
build competencies that we're lacking currently
What nearfield processes do we not currently do?
E.g plasma treatment
look at similar end products
look at similar customers (competitors to our existing customers)
Look at lower tier technology sectors such as HLU
How can we provide better efficiency
Time
Waste
Output
Lower cost input materials
Design
once a potential opportunity comes up -> go deeper
online research
contact potential customers, schedule meetings
attend conferences
evaluate market size
Revenues
Machinery
R&D Projects
Consultancy / Machine Time
Non time based revenues
Key Sector Drivers
Production Efficiency
Power
Sustainability
Onshoring
Competences
Handling
Creels
Spreading
Sizing
Commingling
Coating
Very accurate to 5gsm
Impregnation
Customers
RTO
End Users
Tier 1 & 2
Channels
Agencies
Synergy Partners
MAE
SAHM
White Label
BI Inputs
Needs updating to 2030
Existing Sources
Presentations
Insight Reports
Territory
US
Asia
Africa
Middle East
Historic Approach
