Stage
I : Market Entrance Preparation
Stage
II : Institutional Client Search
Stage III : Start Up Partnerships
Stage
I : Market Entrance Preparation
- Market
Entrance strategies
- Executive
Summaries
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We
advise our Mandants on the shape of the insurance and investment
markets across Europe, help them to identify strategic opportunities
and propose appropriate Market Entrance Strategies,
which take into account our Mandant's strengths and expertise.
Such
advisory services are compacted in Executive Summaries,
which allow our Mandants to assess, evaluate and communicate
efficiently their Market Approach.
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Stage
II : Institutional Client Search
- Set
the Objective
- Select
the Targets
( Prospective Software Buyers )
- Design
the B2B Message
- Contact
Targets
- Introduction
Meetings
- Evaluation
Qualified Prospects
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On
the basis of the conclusions of our Executive Summary (Stage
I), we determine, in close dialogue with our Mandant, the
Objectives of our Client Search. In this stage, we
answer questions such as: " Are we going to focus our
research on life insurers rather than general insurance companies
? How many potential clients are we going to approach on a
monthly basis? … "
Once our Mandant has approved the objectives, we select
the Targets, i.e. we draw an Entrance List of appropriate
potential clients from our Database.
We submit this Entrance List for approval to our Mandant.
Those potential clients that survive this stage make up our
Work List, which we will approach with the B2B Message.
We design the B2B Message, i.e. we put together a
country specific presentation which tells the story of our
Mandant to the Work List companies.
The contents of our B2B Messages include the following topics
regarding our Mandant:
- Company
Profile
- Key-Success
Strengths
- Business
Model for the Target Country
- Value
Proposition for Future Partners
We
than contact the Targets, submit the B2B Message,
and generate requests for more information and for meetings.
We
subsequently organise Introduction Meetings with interested
prospective software buyers.
We
deliver an Evaluation of Qualified Prospects, i.e.
we produce a report of each meeting, which assesses the business
potential of the visited prospective client for our Mandant.
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Stage
III : Start Up Client Relationship
- Organise
Negotiations with Qualified Prospects
- Close
Client Relationship Deals
- Start
Up IT Client Relationships
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Once
our Mandant has approved the list of Qualified Prospects (Stage
II), we organise negotiations with Prospective IT Clients
and advise our Mandant in this regard.
We assist our Mandant for the purpose of closing Client
Relationship Deals with an appropriate number of strategic
clients.
We advise our Mandants in starting up IT Relationships,
signed on paper, in order to turn them into successful working
business partnerships.
Once
a deal has been successfully launched, we stay onboard to
support and advice both companies, provider and distributor,
in a lasting mutually satisfactorily partnership. Because
of our multidisciplinary approach, we have a lot of market
intelligence to share with our partners, which strengthens
their marketing capability. These partnerships are our best
form of advertising!
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