Prioritise and initiate
Establish where the strongest opportunities may lie.
The engagement
Identify, test and qualify the routes worth investing in.
Each engagement is shaped around the opportunity and the evidence the business needs. The work follows a clear sequence, concentrating effort on the routes that prove strongest.
The process
The work advances where the opportunity proves strongest.
Develop and qualify
Test where partner interest and mutual value have substance.
Progress and decide
Advance the strongest routes towards investment.
This is an active in-market process, not a research exercise. Commercial opportunities move into your sales process as they emerge.
Stage 01
Prioritise and initiate.
- 01Identify the strongest growth routes and target organisations
- 02Define the mutual commercial value behind each opportunity
- 03Activate relevant relationships and open conversations
- 04Test partner interest and stop where the initial case is weak
Stage 02
Develop and qualify.
- 01Concentrate effort on the most responsive partners
- 02Construct and test joint propositions, use cases and potential customer opportunities
- 03Compare the strength of different routes while continuing to open alternatives
- 04Disqualify opportunities where sufficient mutual value does not emerge
Stage 03
Progress and decide.
- 01Advance the strongest relationships towards commercial opportunity
- 02Capture qualified opportunities and pipeline where they emerge
- 03Document the propositions, relationships and market evidence created
- 04Recommend which routes to invest in, develop further or stop
What the business retains
Commercial evidence, not another strategy document.
- A prioritised view of the most credible expansion opportunities
- Active relationships with the organisations and decision-makers engaged
- Joint propositions and use cases developed and tested with prospective partners
- Direct evidence of partner appetite, priorities and commercial alignment
- Qualified commercial opportunities and pipeline where the evidence supports them
- A route-by-route recommendation on what to invest in, develop further or stop
At the conclusion, you know which routes to invest in, develop further or stop.