Target account development Reach decision-makers at target companies.
New market entry Test a sector before investing in it.
International expansion First customers in a new country.
Launching a new offering Measure market interest in a product.
Commercial opportunities programme Qualified meetings every week for 90 days.
Signal-based outreach Engage when the need arises.
Trade shows and events A full schedule before the trade show opens.
Account reactivation Reconnect with lost accounts.
Eleven industry groups
Nine engagements, from situation to outcome
Regulations and markets
Firm presentation
A commercial growth firm
In industry, most suppliers are selected before the formal consultation. Commercial activity takes place several months in advance.
When everything is decided
An industrial company planning a new production line or site expansion starts by defining its requirements. It consults suppliers it knows, visits trade shows and seeks recommendations. By the time the specifications are written, they often describe the solution of a supplier it has already met.
Reaching the tender stage means entering as a challenger.
Identify projects at an early stage
Projects leave traces: building permits, site announcements, production recruitment, public funding and new executives. These signals help identify sites preparing an investment six to eighteen months before the decision.
Speak to the right people
In a plant, an investment decision involves industrial management, capital projects, maintenance and procurement. Each has its own criteria. The approach must be adapted to each role, giving each person a site-specific reason to talk.
What we observe
Across our industrial equipment engagements, a significant proportion of the accounts approached already had an active project at the time of initial contact. This proves that the right time exists and must be identified.
