Our capabilities
Commercial Development
We research the organisations and decision-makers relevant to your business, understand the reasons they might engage and support a practical approach to developing those relationships.
A considered route to prospective clients and commercial relationships.
The work starts with the offer and the commercial objective. We look at how prospective clients buy, who influences the decision and where there is a credible reason for a conversation. Research is then translated into a focused approach, with responsibilities for outreach and follow-up agreed in advance.
- Market and prospective client research
- Decision-maker and relationship mapping
- Commercial opportunity assessment
- Agreed outreach and relationship development
Potential working outputs
A focused market map
Relevant organisations, decision-makers and the commercial reasoning behind their inclusion.
An approach plan
The proposition, reasons to engage, priority conversations and practical next steps.
A working opportunity review
Progress, feedback, unresolved questions and recommended follow-up.
Questions to agree at the outset
01What does a worthwhile opportunity look like?
Agree the type of client, commercial requirement and business fit before research begins.
02What is already in place?
Understand existing relationships, current activity and the support your team can provide.
03Who owns each next step?
Define responsibility for research, contact, meetings and follow-through.
When this work may be useful
This work may suit a business with a clear offering that wants to develop a more focused route to clients, referral partners or commercial counterparties.
What is your business considering?
Explore three business situations to see the questions we could help address and the work an engagement might involve.
Illustrative scenario 01
An established business exploring another region.
Before extending the existing model, the business needs to understand the local demand, competitive position and relationships an expansion would depend on.
The existing model
Clarify which parts of the offering travel well, the capacity available and what the business expects from another region.