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Channel Management
AN INTEGRATED APPROACH
MINDS OVER MARKETS
"In most manufacturing industries, distribution and product support remain under appreciated strategic assets. That situation will soon change because the global winners over the next ten to twenty years are going to be the companies with the best distribution organizations that also provide superb customer support. Engineering excellence, manufacturing efficiency, and quality are rapidly becoming givens: everyone is going to need them to be a player. Indeed, most companies deficient in those areas have already disappeared."
-- HARVARD BUSINESS REVIEW
Make Your Dealers Partners, March 1996, Donald V. Fites, Chairman, Caterpillar
IDENTIFYING THE CHALLENGES
FACING YOUR INTERNATIONAL EXPANSION
Consider the challenges most B2B and B2C companies face in approaching their international expansion via many different channels. The requirements of customers and sales channels are becoming more and more diverse. Differentiating yourself from competitors is becoming increasingly difficult. Traditional sales channels are performing poorly. The channel portfolio is becoming increasingly complex, with channel conflicts threatening existing business.
CHANNEL PORTFOLIO MANAGEMENT
Our clients need to attract new customers while keeping existing customers and channel partners satisfied. With the Bourget's integrated, value-based approach, they can do both. They will also redirect their resources to the channels underlying customer segments that offer the greatest potential. Our consulting approach starts with an integrative analysis of the clients' market opportunities and the changes they need to make. This often requires a reorientation of market focus, customer segmentation, processes, structure, and even the entire product line. Channel Portfolio Management (project management consulting) is not merely about selecting new sales channels; it is equally important to develop successful channel concepts and strategically steer and control all sales channels with a view of creating profit and value.
* Situation Overview
* Key Benefits
* Go-to-Market Essentials
* Framework for Success
* International Expansion
* Market Entry Solutions
* Proven Process & Methodology
* 'One Stop' Accelerator
* Optimization Principals
* Service Package Portfolio
* Target Client Profile
* Is Bourget for You?
THE RIGHT MIX
Additionally, when benchmarking your international business development function for optimal performance, The Office of the Managing Partners team can deploy the right mix of products and services to ensure the greatest return on your go-to-market investment.
If it's your first look at The Bourget International Group™ and you're considering outsourcing part or all of your European and Middle Eastern business development needs in the near future, click the link below to learn more about how the Office of the Managing Partners will strive to satisfy your needs.
New Client Orientations
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