Commercial strategy and market access
We work out where it is worth selling and to whom. We analyse markets and identify the companies that buy what you offer. The result is a commercial plan your team can execute.
What you receive
- Your company profile as a buyer sees it
- A comparison of markets, with the reasoning behind each choice
- A prioritised list of companies, with the reason for each
- Value proposition and messages by segment
When it helps
- You want to enter a new market, for example Germany, Austria or other EU countries.
- You have new production or delivery capacity and need the right clients for it.
- The company sells to whoever asks and you want to choose better clients.
- The commercial plan exists only in management's head.
Activities and deliverables
Review of your current offer and capabilities
Your company profile as a buyer sees it
Market and segment research
A comparison of markets, with the reasoning behind each choice
Identifying target clients and partners
A prioritised list of companies, with the reason for each
Positioning and messaging
Value proposition and messages by segment
Channels and commercial cadence
A 3- to 6-month action plan, with named owners
Indicators
Commercial KPI dashboard and reporting rhythm
What we aim for
The objectives of the engagement, not guaranteed results.
- Prioritised markets and segments, with the reasoning behind each choice.
- A target client list your team can start working on straight away.
- Commercial messages adapted to each type of buyer.
- Simple indicators that show management whether the plan is working.
What the result depends on
The quality of the plan depends on the information we receive about clients, pricing and capacity. Commercial results then depend on execution, the market and the company's own decisions.
Responsibilities and limits
What UDG Group does
- Research, analyse and propose priorities.
- Write the plan and the messaging.
- Present the plan to management and refine it.
- Continue into implementation through the prospecting service, if required.
What stays with your company
- Provides information on clients, capacity, pricing and constraints.
- Decides on markets and priorities.
- Assigns the people who will carry out the plan.
What is not included
- Statistical market studies or large-scale surveys.
- Any guarantee of sales volumes.
- Legal or tax advice on operating in other countries.
Steps
Clarifying objectives
What the company wants to sell, to whom, with what capacity and over what horizon.
Research
Markets, segments, competitors and buyers relevant to the company's offer.
Prioritisation
We select the markets and clients with the best fit.
Commercial plan
Messages, channels, cadence, owners and indicators.
Handover or implementation
The plan is handed to your team, or we continue with prospecting.
What affects timing and cost
Scope, timing and cost are agreed in writing before any work starts.
- The number of markets and segments analysed.
- The working languages.
- How much internal client and sales data is available.
- Whether the plan includes starting implementation.
Frequently asked questions
How detailed is the target client list?
Detailed enough for your team to use straight away: the priority companies and why each is worth approaching. Any personal information is handled in line with GDPR.
Do you work with companies that do not export yet?
Yes. A commercial strategy can just as well target larger clients in Romania. Entering a foreign market is an option, not a requirement.
How is this different from a market study?
A study describes the market. We go as far as the specific companies worth approaching and the message for each one, and can then continue with prospecting.
Related services
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