Question

Topic: Strategy

How To Write A Correct Analysis On Companies?

Posted by Anonymous on 9/19/2004 at 5:50 AM ET 125 Points
I am currently to make an analysis on utilities services in the city so that my company could provide them its services. We need to know all about them, but since these organizations are directed by the govt, it is really hard to find any info on them and thus write a comprehesive and useful analysis.
Thank you very much in advance.
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RESPONSES

  • Posted by Chris Blackman on 9/19/2004 at 6:37 AM Member
    What kind of services does your company hope to provide to these utilities?

    Which City are you talking about?

    What sort of things do you need to know, before making some kind of approach to the utilities?

    These pointers would be helpful!

    Thanks

    ChrisB
  • Posted by Blaine Wilkerson on 9/19/2004 at 3:03 PM Member
    Click on "SRyan" in the Top 25 list to your right. She owns a company whose target market is utilities. I bet she can offer some insight on what to do.

    Good Luck!
  • Posted by Chris Blackman on 9/20/2004 at 7:24 PM Accepted
    Time Out here!

    I think we are searching for an answer to the wrong question here.

    The point is that ajaza has a solution to a problem that all utilities have, wherever they are based - How to get consumers to pay on time while keeping transaction costs low and the process easy, user friendly, full audit trail, etc... Great solution...

    What ajaza needs to know is how to get to talk to the right people at each utility to be able to sell them the product (or outsourced service).

    You don't normally need to do a SWOT on the target business before you attempt to make a sale. First, you need to identify what a prospective buyer for the outsourced service looks like.

    Then, figure out who (i.e. the roles involved in the utility)are the decision makers involved in buying the outsourced service.

    Then, to find the name of the person who sits in that role within each utility, simply telephone them and ask to speak to (say) the Finance Manager (if such a role exists in a Post Soviet Union Republic).

    Rather than saying simply "We have a solution to your problem" you need to ask a question to establish need, such as "Can you tell me who would be the most appropriate person in your utility to speak with about a service that would save you time, simplify your processes, make it easier for consumers to pay their bills on time, and offer a higher level of service to tour customers?"

    Almost certainly a Finance Manager will say "Me" to such a question, but they may aslo refer you on to the Chief Executive or General Manager, the Head of Marketing, or a Customer Service Manager.

    My experience with utilities tells me that in my country they are all structuredin a very similar way, whether they supply water, gas, electricity, or comms services.

    The only variance is in the product or service they provide. Things like billing and back office work in very similar ways.

    Ajaza I hope this helps get you on the right track... Give it a try with a couple of prospects and let us know what happens!

    Good Luck!

    ChrisB


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