Market and buyers
Using the client’s product range, research available procurement records: who bought, where tenders were posted, prices and purchasing frequency. Deliver buyer, marketplace and market-reference lists.
ITPM / One ITPM ecosystem
Sales department expertise
ANALYTICS / SALES
Market research, ABC analysis and a goal tree connecting sales activities to product margins.
ABC analysis and goal tree
Analyse sales from 1C or another client source. Consider volume, product mix, margins and capacity constraints. Break goals into responsibilities down to line management according to impact.
Incoming enquiries
Configure existing or dedicated mailboxes to track leads and define ownership and routing.
Target marketplaces
Identify relevant electronic procurement platforms and prepare registration and operating procedures. Actions on the client’s behalf require agreement.
Counterparty database
Combine market findings with historical sales and create a structured working database with responsible owners.
Sales playbook
Prepare call checklists, proposal templates and invitations for meetings, trials and presentations to decision-makers and technical specialists. Cover delivery checks and agreed communication channels.
Tender materials
Organise certificates, incorporation documents, licenses and required reporting materials. Agree access and transfer rules with the client.
Brief, specification and NDA
Structure the exchange of source information, task definition and confidentiality arrangements between the parties.
Internal confidentiality
Define employee access to commercial information and the need for nondisclosure agreements. Legal terms are approved separately.
Recommendations and review
Prepare actions and consulting materials linking production and sales policy to market needs and product margins. Evaluate agreed measures without promising guaranteed growth.
