Identifying future clients

Tired of fighting in highly competitive markets that left it with small margins, our client wanted to identify potential clients in developing countries that could be tomorrow’s customers. The company estimated the number of such clients in the world at two hundred but was put off by the marketing cost this would involve. With the help of industry specialists, InfoForce organised a test in Eastern Europe.

About fifty companies were identified as potential clients. A thorough analysis of their market positions, their economic model, the foreseeable evolution of their production methods and their financial health reduced the list to a dozen companies that were all visited by our client. Several significant contracts were signed. The success of the approach prompted our client to duplicate it in other parts of the world, reducing marketing costs well below initial estimates.

 

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