Business Development of SMEs and Start-ups in optics and photonics (2019)

ENGLISH VERSION - Open Access



Lien vers la version française : 
https://www.tematys.fr/reports/en/accueil/46-business-development-start-up-pme-et-eti-de-la-photonique.html?adtoken=1a61343bc49ce7cd930ce42ffb1b272a&ad=catalog&id_employee=4&preview=1


This white paper presents the business development methodology success fully implemented by Tematys in SMEs or Start-up companies marketing photonic products and services.


At any development stage of your product, whether it is at the TRL 6 stage or mature, you can leverage this methodology and adapt it to the needs of your business development project.


This white paper focuses on high-tech hardware products, especially photonic products, for B2B sales. It is a complete guide that stresses and reviews 5 major topics at the very heart of business development activities, such as:

1. The fundamentals,
2. The development plan,
3. Sales,
4. Customer relationship,
5. The key success factors of a commercial production.




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Business Development of SMEs and Start-ups in optics and photonics
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Business Development of SMEs and Start-ups in optics and photonics

Contents


INTRODUCTION

1  CHAPTER  1:  FIVE  KEY  FACTORS  TO  BE  CONSIDERED  TO  SUCCESSFULLY GROWTH YOUR SALES 

1.1  Who knows your products? 
1.2  What is your product offer? 
1.3  But what do you mean by « Revolution »?
1.4  How influential are human factors to your development?
1.5  Who are your potential customers?

2  CHAPTER 2: SIX BEST PRACTICES TO SUCCESSFULLY KICK START YOUR SALES

2.1  Your Business plan
2.2  market studies: an underestimated Business tool
2.3  Which prerequisites for your offer?
2.4  Your Product: emphasize on the solution
2.5  Your pricing policy
2.6  What is your development strategy?

3  CHAPTER 3: FIVE POINTERS TO HELP YOU CHART YOUR DEVELOPMENT PLAN

3.1  Clear objectives & figures
3.2  Establishing your Budget
3.3  Managing your target approach
3.4  Trade fairs: “All in one”  activities
3.5  Choosing the right partner

4  CHAPTER 4: GENERATE YOUR SALES WITH A 3-STEPS PROCESS

4.1  Step 1: the prequalification of your incoming requests
4.2  Step 2: A simple and methodic prospection
4.3  step 3: the four stages of a product qualification

5  CHAPTER 5: THE FUNDAMENTALS OF A SUCCESSFUL CLIENT RELATIONSHIP 

5.1  Avoid trap questions with preparation
5.2  Services

6  CHAPTER 6: THE KEY SUCCESS FACTORS OF YOUR COMMERCIAL PRODUCTION

6.1  Management Tools of your commercial production
6.2  Leveraging Agility to build customer relationships
6.3  The benefits of business intelligence
6.4  The benefits of an efficient communication

7  CONCLUSION

8  ABOUT THE AUTHOR

9  ABOUT TEMATYS BUSINESS DEVELOPMENT OFFER

10  PRESENTATION OF TEMATYS BUSINESS DEVELOPMENT TEAM

11  KEEP IN TOUCH WITH US

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