What makes up your customer’s wallet and how can you stretch your share?
In the private sector, that question is relatively straightforward. It comprises cash-on-hand and lines of credit based on a balance sheet and governed by an expense budget. These components are usually knowable through research and sometimes even directly from the customers themselves. Moreover, the groups within your customer’s organization responsible for procurement are very aware of the constraints and flexibilities afforded them. The process to a sale is clearer, and shorter. It is also more crowded with competitors.
In the public sector where most of the global roll-out is occurring, it is a very different proposition. In many cases your end-user customer can articulate their requirements, but the commercial process is only imperfectly controlled by them. In developed countries this is handled in most cases through an established RFP (request-for-proposal) process, where adherence to strictly controlled technical specifications, commercial conditions and ultimately pricing determine the winners. It is also an environment rich in competition where the special advantages of your technology, services and/or go-to-market approach cannot be absorbed.
The majority of the world’s infrastructure and services expenditures are being done outside these two segments described above. Emerging countries are outpacing the developed world in this roll-out, and this trend shows no signs of abating in the foreseeable future.
Almost all such countries are actively engaged with the multilateral and bi-lateral development, donor and funding institutions, some of which are listed below. These organizations represent just some of the external inputs into your customers’ budgets. In most cases, your customer will not have a clear understanding of how these funds and financial instruments can be used to optimize the effectiveness of their procurements. Even in cases where the customer affects not to care about such inputs, they will indeed care if other in-country players benefit from that which is not currently being addressed. By developing a command of the volumes and dynamics of these resources, you can transform customers’ view of your company – from just another vendor to a trusted partner in development.
Organizations which supplement your customers’ budgets (partial list):
U.S. Government Agencies, including:
It is noteworthy that all the groups listed above have representation, if not headquarters, in Washington D.C. Each group attracts a constellation of private sector financing, systems integration and logistics management firms which can be orchestrated around the key opportunities arising from emerging countries.
Blacklin Associates will enable your company to identify, shape and manage country-specific ecosystems of public and private resources firms. With such an approach, your company will be able to a shape and address customer demand at the highest levels, increase and accelerate customer spend, and create a strategic platform with your key customers which maximizes demand generation and pipeline/funnel development.
In the private sector, that question is relatively straightforward. It comprises cash-on-hand and lines of credit based on a balance sheet and governed by an expense budget. These components are usually knowable through research and sometimes even directly from the customers themselves. Moreover, the groups within your customer’s organization responsible for procurement are very aware of the constraints and flexibilities afforded them. The process to a sale is clearer, and shorter. It is also more crowded with competitors.
In the public sector where most of the global roll-out is occurring, it is a very different proposition. In many cases your end-user customer can articulate their requirements, but the commercial process is only imperfectly controlled by them. In developed countries this is handled in most cases through an established RFP (request-for-proposal) process, where adherence to strictly controlled technical specifications, commercial conditions and ultimately pricing determine the winners. It is also an environment rich in competition where the special advantages of your technology, services and/or go-to-market approach cannot be absorbed.
The majority of the world’s infrastructure and services expenditures are being done outside these two segments described above. Emerging countries are outpacing the developed world in this roll-out, and this trend shows no signs of abating in the foreseeable future.
Almost all such countries are actively engaged with the multilateral and bi-lateral development, donor and funding institutions, some of which are listed below. These organizations represent just some of the external inputs into your customers’ budgets. In most cases, your customer will not have a clear understanding of how these funds and financial instruments can be used to optimize the effectiveness of their procurements. Even in cases where the customer affects not to care about such inputs, they will indeed care if other in-country players benefit from that which is not currently being addressed. By developing a command of the volumes and dynamics of these resources, you can transform customers’ view of your company – from just another vendor to a trusted partner in development.
Organizations which supplement your customers’ budgets (partial list):
- The World Bank
- The Inter-American Development Bank
- The African Development Bank
- The Asian Development Bank
- The International Financial Corporation (IFC)
- The European Union
- Bi-lateral development funds
- NGO’s and Foundations
U.S. Government Agencies, including:
- U.S. Agency for International Development (USAID)
- Millennium Challenge Corporation (MCC)
- US Trade and Development Agency (USTDA)
- Export-Import Import Bank of the United States (US EXIMBANK)
It is noteworthy that all the groups listed above have representation, if not headquarters, in Washington D.C. Each group attracts a constellation of private sector financing, systems integration and logistics management firms which can be orchestrated around the key opportunities arising from emerging countries.
Blacklin Associates will enable your company to identify, shape and manage country-specific ecosystems of public and private resources firms. With such an approach, your company will be able to a shape and address customer demand at the highest levels, increase and accelerate customer spend, and create a strategic platform with your key customers which maximizes demand generation and pipeline/funnel development.
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