Gerry Cahill Consulting: market_intro

By: Gerry Cahill  05/12/2011
Keywords: recruitment, Business Plan

Once launched in the marketplace, products and services become 'active' in the real world; a point of 'no-return', when expectations of superior performance and 'on-demand availability' become the baseline.

Speed-to-Market is vital for success. Our experience can greatly assist your organisation in 'looking forward to' (and overcoming) the multiple challenges in delivering solutions to Customers.

Specifically,

  • Writing a Business Plan
  • Market Launch Management
  • Optimisation of Market Entry costs
  • Customer Value Proposition
  • Implement 'highly effective' Customer Partnering
  • Request for Tender/Quotation preparation, submission and negotiation
  • Understand and Manage Customers more effectively

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'ACUMEN' Programme Details

1) Sales Salary Support

Many businesses face the challenge of requiring a dedicated professional to champion and service the cross-border market. Acumen will fund up to 50% of the cost of a Sales Person’s salary in the first year. The maximum cost covered can be up to €37,500/£30,000 with Acumen paying up to €18,750/£15,000. If it is required 50% of recruitment/selection/advertising costs for the appointee will be granted as part of the total allowable costs. The person recruited should be knowledgeable about both the product and the market, and would be required to be located within the target cross-border market. Acumen will work with the company to:

  • Establish if there is a viable medium-term opportunity –and if the opportunity can be sustained in the long term.
  • Provide assistance and advice on the recruitment process and methodology.
  • Draw up a plan to integrate new sales appointee and ensure that s/he is adequately supported and trained.
  • Provide advice on how to retain new appointees.

Typical outcomes

Companies who have availed of the Sales Salary Support typically report:

  • Identification of weaknesses in existing cross-border market arrangements, the development and implementation of a corrective strategy.
  • Increased penetration of the cross-border market.
  • Substantial increase in sales yield.
  • Increased brand presence and profile to allow longer-term development.

2) Market Research Support

Acumen will fund 50% of the cost of a consultancy project, spread over a six or twelve month period. The maximum cost covered can be up to €10,000/ £8,000, with Acumen paying €5,000/£4,000 and the company paying the balance. The types of activity that will be considered for support include:

  • Planning and implementation of first-time market entry into a new cross-border market on the island.
  • A review and evaluation of a company’s existing cross-border business activities.
  • Development and expansion of existing cross-border trade opportunities.
  • Development of a cross-border joint venture or strategic alliance business arrangement.

Typical outcomes

Companies who have availed of the Consultancy Support typically report:

  • Increased knowledge of the cross-border market.
  • The development of a market entry strategy for the cross-border market.
  • Identification of weaknesses in existing cross-border market arrangements, the development and implementation of a corrective strategy.
  • Identified sales leads and other market development activities.

3) Prospector Support

As an alternative to hiring a full-time person in the target cross-border market, the InterTradeIreland Acumen programme can also offer companies Prospector Support. A Prospector is a qualified contractual representative-an experienced sales agent, market-centred consultant or recently retired sales or industry professional who will represent a company on a shared risk basis.

Acumen has a limited panel of potential prospectors but we would advise companies to ensure that there is a viable and sustainable match with your prospector. This may involve a search beyond the panel through external recruitment advertising. If it is required 50% of recruitment/selection/advertising costs for the Prospector will be granted as part of the total allowable costs.

The maximum cost covered can be €20,000/£16,000 with Acumen paying €10,000/£8,000 and the company paying the balance.

Typical outcomes

Companies who have availed of the Prospector Support typically report:

  • Qualified affordable presence in the target market.
  • Increased penetration of the cross-border market.
  • Substantial increase in sales yield.
  • Increased brand presence and profile to allow longer-term development.

4) Sales Graduate Programme

The Acumen Graduate Programme aims to increase a company’s awareness, understanding and capability to trade on a cross-border basis by working with a high calibre graduate to assess the market potential and develop a strategic marketing/sales approach. It can help your company enter and promote itself in a new market, establish a sales plan, identify future marketing support, develop new customer databases and produce new promotional material.

After a six month induction period the sales graduate should be capable of becoming the business developer and deliverer in the target market.

Acumen will fund up to 50% of the cost of employing a graduate in the first year.

  • Maximum Salary cost covered can be up to €28,125/£22,500 with Acumen paying up to €14,065/£11,250.
  • Maximum Travel and Subsistence cost covered can be up to €5,000/£4,000 with Acumen paying up to €2,500/£2,000.
  • Maximum Equipment cost covered can be up to €1,250/£1,000 with Acumen paying up to €625/£500.
  • Other eligible costs for recruitment and training will be covered up to €3,750/£3,000 and €2,500/£2,000 respectively.

Contact us and we will help you to drive export Sales.

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Tip: Customers decide what's important, your job is to listen and respond.

The information in this article was current at 02 Dec 2011

Keywords: Business Plan, recruitment

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