ATWELL FLEMING

A Proud Name       BUSINESS MANAGEMENT & DEVELOPMENT

 

Since 1904

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                            "Making a difference to Family Business through Hands-On Coaching & Interim Management.

Mission Statement by Norman Fleming Torrie, MBA, President

 

 

Business Development Services

Atwell Fleming offers Several Business Development Services.

Strategic Planning

What is your vision for your business, yourself and your stakeholders?

Planning in business for the longer term starts with Strategic Planning. Some of the questions you can ask yourself and your stakeholders might include:

  • What do you want your business to look like in 5 years? In 10 years?

  • What business do you expect to be in 5 years out? or, 10 years out?

  • Who will be your customers, your suppliers?

  • What do you want to be doing in 5 years, or 10 years?

  • Who will be running the business then, is succession planning underway and what does it look like?

  • What industry changes do you expect to see in the next 5-10 years and what niches might evolve from that?

Additional analysis with the participation of your management group could include SWOT and other techniques designed to engage the management group in the solutions to current challenges

The answers to these questions along with additional analysis will lead you to a strategic goal that you can realize. With this goal in place you can begin to strategically position yourself & your business to attain that goal.

Strategic Market Planning & Implementation

With a Strategic Plan in place, Strategic Market Planning commences to plan the route to the strategic goal. We are positioned to assist you in the preparation of a strategic marketing analysis and plan, supervising or providing the necessary analysis with your customers, sales staff, customer service staff and manufacturing personnel who have contact with your customers. We can do the interviewing and put together a current picture along with an opportunity matrix as well as provide an effectiveness analysis of your firms’ current position in this area.

Marketing Channels - Sales

One part of a Marketing Plan is the Sales distribution channel - i.e. your sales staff. They are often the most important marketing distribution channel in a company's organization. They are the face that your firm presents to the world. They are a part of your product differentiation, even your brand. The marketing plan fulfillment requires a sales plan, analysis and feedback mechanism. Questions to consider could include:

  • Is the Marketing Plan embraced by the Sales department?

  • Can the Sales Department be more effective in carrying out the Marketing Plan?

  • What feedback do the sales staff collect from customers and prospects and how is it gathered and tabulated?

  • Is compensation tied to the Strategic Goals of your business?

Are your sales people and sales manager making the best use of their time? An analysis of their sales time, prospecting, cold calls, follow-up efforts, success rates along with the tools they use and have at their disposal can provide some interesting insights into the sales process at your firm and how it relates to your marketing plan.

Customer Service (another Marketing Distribution Channel)

Customer Service is an ongoing opportunity in internal sales for both your firm and your customers. It is often an excellent training ground for sales staff and is the follow-up to the marketing efforts made by all means as seen by your customers.

Our customer service experience was earned in the fast paced arena of Financial Printing. Through this experience we can provide you with solutions to your Customer Service opportunities. Opportunities to consider in Customer Service include:

  • Have you ever called your own customer service to hear how customers are received?

  • Call monitoring - is there a program in place with formal data collection, analysis and reporting?

  • Is there a formal customer service training program/manual in place?

  • Do the Customer Service Reps (CSR's) know how important their handling of customers is to the Strategic VISION of your firm?

  • Does the firm know how important the CSR's are to the ongoing business of your firm?

  • Is compensation tied to fulfillment of the Strategic Goals of your firm?

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Tel: 416.229.0851         Fax: 416.229.4450         
last modified: January 08, 2007

Copyright Atwell Fleming 2003

Please send comments and suggestions to af@spamblocker.ca

 

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