Do your ‘discovery homework’ in advance. We conduct in-person interviews with distributors, channel experts, and prospective customers to help you –
- Understand how well your value propositions will resonate with US buyers
- Know the ways US customers buy the types of products you are selling
- Discover how to leverage distribution channels in the US
- Identify objections you are likely to encounter from US customers
- Gather information on how your competitors sell and deliver products in the US
Our strategy for targeting that opportunity was greatly enhanced by the research conducted by BMN. They provided key information on local competition, and valuable insight into the prospective client, that helped us emphasize our unique capabilities in our proposal.