New Business Pursuit
NGS has the inside track
NGS’s interdisciplinary expertise gives clients unique insights in how to successfully pursue new business. We support clients in developing and executing sound business pursuit strategies and collaborate with clients in pursuing and winning the right business opportunities through effective business capture and proposal management.
Costs associated with acquiring new customers can expensive and should only be incurred as part of comprehensive strategic business growth strategy. NGS’s approach to assisting clients pursue new business is a balanced approach that focuses their business pursuit strategy on the retention of major clients while developing a careful and measured approach to pursing opportunities with new potential customers. At its core, NGS believes a strategic business growth strategy must include generating significant recurring revenue from major accounts from select group of worthy clients. Such a strategy generates sufficient revenue to underwrite the business development costs associated with acquiring new worthy customers and pursuing new lines of profitable business.
In determining who are worthy customers, NGS’s strategic business growth strategy identifies effective approaches to mitigating weaknesses in client’s selling process and improving customer selection discipline. Lack of such discipline can lead to unplanned customer fee adjustments in addition to dissatisfied and even litigious customers. In assessing potential business opportunities, all opportunities are also not created equal. NGS applies its unique combination of subject matter and support service expertise, especially in the acquisition space, to assist clients in developing effective approaches to differentiate between opportunities.
As with business opportunities, not all customers are created equal. The key to NGS’s approach to effective customer differentiation is to collaborate with clients to develop a proactive, well-defined, and well-communicated customer segmentation strategy. This strategy is conveyed in a well-articulated framework that our clients can use to decide which customers to sell to and service.