Capabilities

Market Development Strategy

We work with management teams to optimise their market development strategy to meet their growth aspirations.

Strategy is critical because it shapes a company's competitive advantage. Contained within this "advantage" is what differentiates the company's offering. When well crafted, this differentiation proves decisive with buyers, accelerates market adoption, provides barriers to competition, and protects margins. When poorly defined, potential buyers do not understand or value what differentiates the offering, stiff competition erodes margins, and market traction is slow and difficult.

Our first priority is to develop, test and validate the strategy. Our second priority is to articulate it effectively and to translate it into actionable plans. The emphasis is on ensuring that resources are primarily invested in building competitive advantage and accentuating differentiators.

RIG adopts a structured and iterative approach to strategy development. We review and refine our clients' strategies by reflecting on our experiences in implementing them.

Typical strategic challenges that we help our clients address include:

• How do we achieve the level of market impact and economic success that drives company value and creates exit opportunities?
  
• How do we build on our early sales to become a market leader?
  
• How can we craft a differentiated proposition that disrupts the existing market?
  
• How should we price our offering?
  
• How can we position to win consistently against bigger and better-resourced competitors?
  
• How can we identify partners who can deliver our revenue expectations?
  
• How do we most quickly locate and validate attractive markets?
  
• How should we design our organisational structure to cope with rapid expansion?
  
• How do we mitigate the risks of bringing our solution from overseas into the UK for the first time?
• How should we allocate our resources in order to retain our customers?