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Post-Merger Market Development

With the economy growing more rapidly, merger activity has accelerated.  Many companies appear to be bolder in their acquisition strategies by acquiring larger, more diverse companies.  Once the high priced acquisition is consummated, management then has to come...

Analyzing Customer Business Drivers to Sell Solutions

Nobody sells products or components anymore. These days, everybody says they sell “solutions.” Stockbrokers, for example, now tell you they are in the business of helping their customers achieve their personal financial goals. Brokers no longer just sell you stocks or...

Is the Market Large Enough to Pursue?

A Client’s sales management team was exploring options to manufacture or private label the manufacture and marketing of a particular industrial instrument. This instrument is a core part of the Client’s offering but was never considered to be a good fit with the...

Re-prioritizing Which Vertical Markets to Pursue

With deteriorating demand in certain high-volume, vertical market segments, an industrial equipment supplier was concerned about its growth prospects. Management believed that revenues were too concentrated in a few sectors, and that overexposure to declining segments...