Customer Love, September 24, 2014 – Delta, Canada.
The Delta Chamber of Commerce presents “Can’t live with ‘em, can’t live without ‘em.” It’s the glaring truth about our customers. How can we reconcile the conundrum and achieve the right balance? Learn the top three approaches to customer relations and discover how to unearth the real story buried within your organization’s perceptions and anecdotes. Choose your own optimum solution and learn the simple actions you can implement immediately to radically improve your customer relations.
For more information visit this link.
Canadian Aerospace Summit 2014, November 18-19, 2014 – Ottawa, Canada.
The 2014 Canadian Aerospace Summit is proudly hosted by the Aerospace Industries Association of Canada (AIAC). This exclusive event brings together Canadian and international companies of all sizes, government, and academia for two days in the nation's capital. Close to 1,000 participants–primarily C-suite executives and government officials–are expected to attend.
For more information visit this link.
Webinar: B2Bs and the Quicker Close: From joining the supplier list to closing
This webinar features live feedback from a prime contractor on what captures attention when meeting suppliers, advice from a seasoned professional who has first-hand experience with failures and successes, a description of the new and innovative tool of The OMX that puts you in contact with a community of like-minded companies, and connects you to primes looking for Canadian suppliers.
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For more information visit this link.
Case Studies
Challenge:
The client had significant long-term contracts and good long-term relationships serving major prime contractors and government. However, they hadn’t won any new business in this sector in more than seven years and some of the existing contracts were due to run out. The client had a goal to grow this business sector.
Intervention:
First, the full set of potential new business opportunities were identified. These were reviewed and analyzed in terms of having the best probability of success with the best return on business development investment. A Capture Plan was developed for each new business opportunity that appeared to have a good chance of success.
Result:
One major new business opportunity stood out over the rest and was selected for active pursuit. The Capture Plan provided the client with an understanding of what it would take to win the new business and to allow the client proceed with this pursuit and drop the others. The decision enabled the organization to focus on investing in the best opportunity instead of wasting effort and resources on the others.
Case Study: Pick the Winner and Drop the Rest
