Prequel evolved out of real businesses, learning and research.
We created a growth playbook that describes the essential activities that are used by every business eager to find growth.
What is a growth playbook?
- A playbook describes a growth story. Like all stories it is broken up into chapters.
- What are the chapters in your growth journey? Where are the gaps in your story?
- What is the single most powerful thing you could do right now to change the narrative of your relationship with growth?
Take a moment to look at the chapters below. We believe growth pivots around activities like these.
What is the current market?
How well do you really understand your marketplace? When was the last time you reviewed the market and identified where influence is affecting the decisions made by your prospective customers?
- What we can deliver – research and refresh your understanding of the marketplace, the participants and influence networks.
- Benefits to you – a current market view highlighting strengths, weaknesses, opportunities, and threats. Data provides the fuel for identifying where growth can come from.
Identify and map market categories.
Every marketplace has segments. These change over time as markets change or new markets are entered into. Your business also changes and so does the way you define opportunity.
- What we can deliver – provide a detailed segment analysis against agreed business markers that point to new opportunities.
- Benefits to you – find new opportunity pools where your business can grow into.
Opportunity prioritisation frameworks.
Time spent chasing the wrong opportunities has a direct cost and an economic cost. When was the last time your business considered what makes a good opportunity and how should you decide to allocate your resources?
- What we can deliver – a tailored prioritisation framework to identify relative value of opportunity pools.
- Benefits to you – a fresh and rational model for where to invest resources will improve the probability of achieving a positive return.
Define and track competition.
Do you think you really know your competition? Creating competitive intelligence has changed dramatically with the rise of software roberts and artifical intelligence. There are opportunities like never before to really get inside the thinking and market actions of your competitors.
- What we can deliver – Prequel will set up artificial intelligence prompts and search robots to track key competitors
- Benefits to you – identify specific strategies and tactics to protect and increase market share.
Unpick competitors distribution models.
Distribution models are “reciprocity networks”. That is, any channel communicates and cross references with each other and clients. These communication channels can be mapped and sized to deliver deep insights into how products and services are being delivered.
- What we can deliver – map competitors digital channels using search robot data collection and build meaningful maps of who is in the distribution chain and what their relative importance is.
- Benefits to you – identify opportunities to take share using strategies and tactics revealed by the distribution maps.
What are the market entry windows?
When you see an opportunity to enter a new marketplace, what options and channels do you have for entering those markets? What are the risks and benefits, and what is the best way to qualify and run programs into new markets?
- What we can deliver – identify strategies and tactics to enter market opportunities with investment and return risks, supported by current market data.
- Benefits to you – create actionable and measurable tactics to win new business.
Create land and expand strategies.
Often the path to growth involves strategic account development, where existing or new clients offer the opportunity for significant growth. Prequel has a sales development model based on industry best practice, that can guide your organisation through expansion strategies in those accounts.
- What we can deliver – our proven methodology that can be applied to your sales opportunities.
- Benefits to you– improve oversight of sales resources and return from your sales investments.
Create prospect lists.
Does your business have a current view of the prospects in a marketplace? New tools are now available that can deliver more insights on prospects than ever before.
- What we can deliver – we select databases, use artificial intelligence prompts, to mine and identify prospects by location and company type.
- Benefits to you – create growth prospect pipelines and increase sales returns on current investments.
Contact and qualify prospects.
Sometimes businesses need experienced business development resources to support their presence in the market.
- What we can deliver – create call plans and contact and qualify prospects using best practice call techniques
- Benefits to you – experienced business development on an as needed basis to validate growth opportunities in the market.
Create and shape pipelines.
The sales pipeline provides the owners of the business with critical information. Yet often the approach to administering the pipeline is stale. When pipelines are stale they lead to poor allocation of resource or mislead the business on the true state of opportunities in the market.
- What we can deliver – Prequel will audit the quality and content of current sales pipelines and make recommendations to improve sales resource management
- Benefits to you – improved sales forecasting leads to be better decision making, better resource allocation will generate more revenue out of opportunity pipelines.
Systems for sustaining growth.
There has been a massive change in how businesses can create growth engines. At the forefront of this change are systems and tools that dramatically improve productivity and decision making. Is your business really using the right tools and approach to managing its sales?
- What we can deliver – Prequel will audit current sales methods, operations, CRM, and digital marketing, against best practice.
- Benefits to you – realise returns over the longer term, take costs out of the business, and become more adaptable to changing market opportunities.
A discussion can be the prequel to finding growth.
We enjoy meeting with clients and discussing growth.
We inevitably find ways to add some value and often find ways to do that without charging our clients anything.