Sales/Business Development
LGA Consulting can identify viable clients that match your products and services or go so far as carrying-out early sales pipeline efforts, helping to ensure that you have a better handle on your client base, and don´t miss viable opportunities. Below is an explanation of why it is formula for disaster to rely exclusively on your in-country sales offices or intermediaries for all of your sales pipeline and business development activities.
- IN-COUNTRY SALES OFFICE - While channel market strategies are key to success in Mexico, it is essential for foreign-based and locally-based sales offices to have a solid handle on their potential clients. Many foreign-based executives do not have a solid understanding of sales pipeline activities, marketing efforts, or business development strategies/actions by their Mexican sales offices. They also will often rely exclusively on the sales and marketing perspectives of their Mexico office when said office might not have employees that truly understand marketing and/or who simply do not do business development.
- INTERMEDIARIES - When selling through an intermediary, client development is considered the responsibility of these companies. While this might be viable in the US or Europe, relying solely or too extensively on diversely-focused intermediaries for information about clients and opportunities can and often does lead to missed opportunities.
Specific Services
- General, Early Stage Sales Pipeline Assistance – One Time or On-Going
i. Customer Research, Identification, and Qualification
ii. Database Development
- Private Sector
i. Client / Buyer Search
ii. New Projects Identification & Qualification
- Public Sector – All Sectors
i. Bid and pre-bid project analysis to find opportunities and evaluate viability