Question

Topic: Strategy

Strategy For Focus

Posted by Anonymous on 9/12/2008 at 9:17 AM ET 250 Points
I am the Country Head of a company that is into Engineering Design Services with little or no USPs. This company is a division of a large Engineering Manufacturing company.

Though the company is quite in business for the past 7 years, only this year I see lots of momentum. I joined four months back and built the sales organization. What I see now is my seniors want me to generate billing revenue of US$ 2 Million every month whereas they for the past three years they never crossed US$ 4 Million per annum.
Currently we cater to Indian domestic market with plans to enter US, Europoe at a later stage.

What should be my strategy to run the sales organization and thus generate decent billing revenue per month?

Please advice.
Thanks and regards,
Fiat Uno
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RESPONSES

  • Posted by CarolBlaha on 9/12/2008 at 10:24 AM Member
    What type of companies have you had success? Target similar companies where you can leverage the experience. Make some face to face appointments, and get involved with their projects.
  • Posted by Peter (henna gaijin) on 9/12/2008 at 11:40 AM Member
    Fiat - hard to give anything ore than basic advice, as we don't know what you are selling, what has been working, what hasn't been working, etc. So the best advice we can give is as As Carol said - figure out what has been working for you, and try to do it more.
  • Posted by Frank Hurtte on 9/12/2008 at 4:49 PM Accepted
    I suggest you begin building partnerships and networks in the US. Many companies underestimate the length of time neccessary to build business developing networks.

    If you decide to do so, I might be able to provide you with a few associations which facilitate networking.
  • Posted on 9/15/2008 at 12:14 AM Accepted
    Hi Fiat,
    I agree with Phil. You must develop a USP.
    If your seniors are expecting this value per month you must have done something significant; so build on that as well.
    best wishes,
    Michael
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