Business development and advisory
Advice that does not stop at the recommendation. We work out where the growth is, then go and win it with you, through to signed business.
What it is
Strategy and selling, done by the same partner. The people who advise on where to grow answer for the pipeline that follows.
HENOVERA Advisory works out the commercial answer: which customers, which offer, which route. Then HENOVERA Commercial does the business development, which means finding buyers, structuring proposals, negotiating and closing. It is one engagement, and the plan gets sold.
- StrategyA strategy report ends here
- Target accounts
- First meetings
- Proposals
- Negotiation
- Signed businessOur engagement ends here
From day one
- Commercial strategy and go-to-market advisory
- Managed business development: a pipeline built and worked on your behalf
- B2B sales support and solution structuring for complex offers
- Commercial intermediation between buyer and seller, through to signed business
- Regular reporting on pipeline and results against the agreed plan
Later
- Sector teams, formed once the engagements in a sector justify them
- Business development coverage in the UAE and the Middle East, the next region in our expansion sequence
Who it is for
Companies with more opportunity than selling capacity. You may recognise one of these four situations.
Your pipeline depends on two people.
The chief executive and one other person do all the selling. Growth stops whenever they are busy. We add business development capacity before you have to hire a team.
You have a strategy document and no movement.
You have paid for advice before, and nobody carried it out. We test the plan you already have against the market, then go and sell.
You sell well at home and have no buyers abroad.
Your offer is proven and you have no relationships in Nigeria or Malaysia. We find the first accounts there and open them with you.
Your offer is too complex for a simple sale.
When a deal involves several parties, financing or a long approval chain, we structure the offer so that a buyer can say yes to it.
Who it is not for
A company that wants a strategy report and nothing more, or one that wants leads handed over with no involvement from us in the selling. We answer for the result, so we need to be in the work.
How an engagement runs
Five steps, from your sales records to signed contracts. HENOVERA Advisory runs the first two and HENOVERA Commercial the rest, with one engagement lead across both.
Understand the business
We spend time with your leadership and your sales records. We establish what you sell, to whom, at what margin, and what has been tried before.
Agree the commercial plan
HENOVERA Advisory sets out who to approach and what to offer each of them. The document is short and has named accounts in it. You sign it off.
Build the pipeline
HENOVERA Commercial approaches the targets, under your name or ours as agreed, and you see every account and contact as it moves.
Structure and negotiate
For each live opportunity we shape the proposal and sit in the negotiation with your team. When the buyer objects, we work through it.
Close and report
You sign the contracts with the customer. We report results against the plan, then agree what the next cycle should target.
What we do
Write the plan and build the target list. Then make the approaches, run the meetings, structure the proposals and keep the pipeline record that both of us read.
What you do
Open your sales records to us and sign off the plan. Bring your technical people into the meetings that need them. Price, approve and sign your own contracts.
What you have at the end
Customers, and a way of winning more of them that your own team can run.
A commercial plan with names in it
Target accounts in the order to approach them, with the offer for each.
A qualified pipeline
Live opportunities, each with a named contact and a next step.
Signed business
Contracts between you and your customers. The relationships are yours.
A process you can repeat
The targeting, the sales materials and the reporting, written down so that your team can take them over.
Who delivers it, and where
Two founding operating companies share this work, in the two markets where we are present today.
Delivered by
HENOVERA Advisory writes the plan and HENOVERA Commercial carries it out. You can engage either one alone.
Where it sits in the SBPG Core Method™
Every engagement passes through all ten stages. Advisory work sits in the first three, where we understand the business and shape the commercial answer. Business development sits at Execute, where the selling is done.
- 01Discover (core stage for this capability)
- 02Diagnose (core stage for this capability)
- 03Design (core stage for this capability)
- 04Connect
- 05Structure
- 06Execute (core stage for this capability)
- 07Measure
- 08Expand
- 09Institutionalize
- 10Renew
Tell us where the growth has stalled.
A few lines on the situation will do. We will say plainly whether we can help.
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