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COMMERCIAL SERVICES

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DeNové’s PlanFindWin™ methodology lies at the heart of our Commercial Services portfolio. PlanFindWin™ is a unique business development approach based on a combination of theoretical innovation and applied experience in both the public and private sectors. The methodology forms the platform for DeNové’s experts to deliver an end-to-end solution for clients looking to address new target markets or to improve performance within existing markets.

PlanFindWin™ is modular and entirely flexible, allowing clients to focus investment and resources on the specific service elements that fulfil their particular needs, while ensuring consistency with overall communication and corporate strategies

…the best sales team ever…

PLAN: OPTIMISE PERFORMANCE


Planning is vital to optimising sales and marketing performance. Our specialists work with clients to analyse their markets, understand the dynamics of their customer requirements and map their competitive landscapes. Most important of all, we help define winning strategies based on proven strengths and capabilities.

 

Proven skills and resources

  • Strategic Planning – Research and Consulting
  • Special Advisors for Business Development, Sales and Marketing
  • Interim Sales and Marketing Leadership
  • Assignment Transfer & Exit Management

Value-added tools and processes

  • Brand Sales Audit and Benchmarking
  • Branded Sales Messaging and (re)-Positioning
  • Segmented Market Modelling
  • Segmented Market Audit and (re)-Positioning
  • Segmented Market Planning
  • Strategic Sales Planning

Best-of-breed services and outcomes

Services:

  • Sales Strategy
  • Alignment of Sales Organisation Marketing Strategy

Outcomes:

  • Greater Staff Motivation
  • Consistent Internal and External Communication
  • Reduced Budget and Resource Wastage
FIND: IMPROVE PIPELINE


Finding opportunities is easy but securing the right ones takes some skill. We guide the identification and analysis of relevant business opportunities together with the stakeholder decision makers and influencers involved. Agreed qualification criteria are then applied to guide client decisions about whether to pursue specific opportunities.

 

Proven skills and resources…

  • Targeted Sales & Market Consulting
  • Stakeholder Programme Manager
  • Partnership Programme Manager
  • Manager – Market Messaging
  • Sales Campaign Director

Value-added tools and processes

  • Opportunity Landscaping
  • Stakeholder Landscaping
  • Stakeholder Relationship Management
  • Tactical Sales Messaging and Communications
  • Business Development Campaign Management

Best-of-breed services and outcomes

Services:

  • Effective Sales Campaigns
  • Powerful and Realistic Opportunity Qualification

Outcomes:

  • Improved Lead Quality
  • Reduced Time Wastage
  • Increased Win Rate
WIN: SECURE MORE CONTRACTS


Converting relevant opportunities into profitable wins is fundamental to business success. DeNové has developed a suite of standard practices for each bidding stage within a typical procurement process, ensuring the whole bid team works cohesively to an agreed plan and a common goal. We can also help ensure the safe retention of new business by defining plans for on-going customer management.

Proven skills and resources

  • Targeted procurement & Bid Consulting
  • Bid Programme Manager
  • Bid/Proposal Manager
  • Value Proposition Consultant
  • Bid Editor
  • Commercial Authors
  • Technical Authors
  • Partner Manager

Value-added tools and processes

  • Bid Qualification Workshops
  • Value Proposition and Messaging Workshops
  • Bid Team Set-up and Management Tools
  • Bid, Account and Partner Management Tools
  • Red Teaming Workshops
  • Bid Writing and Style-Guides
  • Bid Production and Delivery Management

Best-of-breed services and outcomes

Services:

  • Effective Bid Management and Response
  • Smooth, Inspiring Stakeholder Management and Communications

Outcomes:

  • Bid Process Efficiency
  • Increased Win Rate (Target 1in2)
  • Improved Customer Relationships and Team Motivation